The 5 Numbers That Matter Most for Business, 5 Metrics Every Leader Must Track: Shelley Rosetta

On this episode of the GO4CEO Podcast, I sit down with Shelley Rosetta, Principal at Solomon Coyle, who brings over 30 years of experience leading sales teams, managing dealerships, and advising manufacturers. Today, Shelley helps leaders move past surface-level numbers and adopt a more intentional, data-informed approach to driving growth.

At Solomon Coyle, Shelley and her team have identified six essential metrics that consistently separate high-performing leaders from the rest. These aren’t just financial figures—they are actionable insights that guide strategy, efficiency, and profitability.

In our conversation, Shelley breaks down each of the six metrics:
✅ Revenue Growth – Is your strategy producing sustainable results?
✅ Installed Margin % – Are you pricing correctly and controlling costs?
✅ Sales Expense % – Are your selling activities efficient?
✅ Sales Compensation % – Is your pay structure aligned with performance?
✅ Product Margin % – Are you maximizing profit per sale?
✅ (6th Metric) – A leader’s overlooked key to long-term success.

Shelley explains how to apply these metrics to improve decision-making, empower teams, and scale with confidence. Whether you’re an entrepreneur, executive, or sales leader, this episode will help you focus on the numbers that actually matter.

Prior to joining Solomon Coyle, Shelley worked a number of years in sales at a major manufacturer and then became Principal/Owner at a best-in-class dealer in Kansas City. Most recently she was with Haworth working closely with large commercial real estate firms and global accounts, helping customers navigate the ever-changing workplace.

As a member of our consulting team, Shelley works closely with our peer groups as a trusted advisor, mentor, and advocate. She also assists with our education programs through content development and provides coaching on marketing and strategic growth.

Shelley holds a bachelor’s degree in Fine Arts in Interior Design from the University of Kansas.

Email: [email protected]
Tel: 703-574-9104

👉 Tune in to learn how to transform your leadership with Shelley Rosetta’s 6 metrics framework.

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