What Should I be Tracking In My Coaching Business in 2026?
Let me ask you something. If you decided to lose weight, would you just say “I’m going to lose weight” and never step on a scale or track your food? Of course not. That would be insane.
Yet that’s exactly what most coaches do with their businesses. They’re posting, showing up, doing all the things. But when I ask them basic questions like “How many sales conversations did you have last month?” or “What’s your conversion rate?” they have no idea. They’re guessing. And guessing isn’t going to get you to six figures.
This year inside Best Damn Coach, we’re doubling down on tracking. I introduced a weekly tracking system, and my students are already telling me they’ve never felt such momentum. They’ve never had such clarity about what’s actually working versus what they can slough off and ignore.
If you’re serious about making consistent profit in your coaching business, it’s time to put on your big girl CEO pants and start measuring what matters. This episode is your roadmap.
Why Most Coaches Are Guessing Instead of Growing
Without data, you’re operating on emotion instead of strategy. You can’t tell if you have a lead problem or a conversion problem. Coaches come to me feeling like they’re working so hard, but clients aren’t coming. When I ask basic questions, they’re guessing.
That stops now.
Metric #1: Conversations
How many conversations are you having with potential clients? Not Instagram DMs about pricing. Actual quality conversations with people who might be a fit.
Track this: Every conversation about your coaching business. Spreadsheet, project management software, notebook. Just track it.
What it tells you: Low number? You have a leads problem. High number but no calls booked? You have a messaging or qualification problem.
Metric #2: Sales Calls Booked
How many conversations turn into actual sales calls? This shows your ability to move people from curiosity to commitment.
Track this: Number of calls booked each week.
What it tells you: Tons of conversations, but nobody is booking? You’re not making a clear invitation, talking to the wrong people, or not communicating value effectively.
Metric #3: Conversions
Of the sales calls you take, how many become paying clients? This is your conversion rate.
Track this: Weekly conversion percentage.
What it tells you: A low conversion rate means you have a sales problem. Your offer isn’t clear, you’re not addressing objections, or your pricing is off.
Benchmark: I aim for 50%. Half the people I talk to become clients. If you’re new, expect lower. More established? Expect higher.
Metric #4: Number of Clients
Active clients right now. Clients signed this month. Clients who completed packages.
Track this: Client name, start date, package type, completion date.
What it tells you: Shows business health and patterns. Constantly churning clients at the same rate you’re signing them? You’re on a hamster wheel. You want a stable roster with ongoing clients plus new ones joining regularly.
Metric #5: Cash Collected
Not revenue. Not sales. Actual cash hitting your bank account.
Track this: Every payment that comes in. Payment plans, full pay, everything.
What it tells you: A $10,000 client on a payment plan paying $2,000 upfront means you collected $2,000 that month. That’s what matters for cash flow and knowing if you can invest in support.
How I Track These Metrics Weekly
Here’s my exact system, and it’s not complicated. Every Monday morning, I have four critical tasks blocked on my Google Calendar. I literally have tasks for them so I see them crossed out when I’m done.
Those four tasks are:
- Review my weekly KPIs
- Write a letter to my BDC community
- Review all student trackers
- Do payroll
That’s it. The KPI review takes maybe 15 minutes. I look at my five core metrics, I note any patterns, and I adjust my strategy accordingly.
Where to track this: Start with an Excel spreadsheet. Seriously. It does not have to be complicated. Create columns for each metric, add a row for each week, and fill it in every Monday.
Inside Best Damn Coach, we gift students a pre-built Excel spreadsheet that makes this stupid simple. When you join, you get access to that. But for now, just create your own. Google Docs works. A notebook works. Whatever gets you tracking.
I personally use Monday.com now because I use project management software for my business. I built a board specifically for KPIs, and I come back to it weekly.
Advanced Metrics for Coaches Ready to Level Up
Once your core five are dialed in, add these:
Opt-ins: Email list, freebies, limited series signups. (Check out amanda-walker.com/growyourroster for my complete 2026 roster-filling tutorial.)
Landing page conversions: Page visits vs. actual opt-ins. Low conversion? Your copy needs work.
Sales page metrics: Track visits → checkout → purchase. Tells you if your sales page is compelling and if your offer needs adjustment.
Email metrics: 20-30% open rates are solid. 2-5% click rates are good. Numbers drop as your list grows.
Referrals: Who’s sending clients? Track it. Nurture those relationships.
Time on task: How much time on revenue-generating activities? Working 40 hours but only 5 on client-getting activities? There’s your problem.
If you want support with this, if you want the accountability of a community that’s tracking together, if you want a coach who’s going to help you interpret your data and make strategic decisions, then Best Damn Coach might be your next step.
Book a call with me at amanda-walker.com/letschat. These calls are only for coaches who are serious about actually making a profit and having a consistent roster of clients.
RESOURCES
- Best Damn Coach Community: amanda-walker.com/letschat
- Limited Series Podcast: amanda-walker.com/limitedseries
- 10 Powerful Questions: amanda-walker.com/questions
- Grow Your Roster Tutorial: amanda-walker.com/growyourroster
- Instagram: @awalkmyway
