Monthly Cohorts

I highly recommend you track monthly cohorts. 

Every month you acquire new leads, and you should track the subsequent conversion of those leads through you marketing and sales funnel. All the way through to the customer success team. 

I'm setting up this type of reporting and discipline at a new job and it's amazing to see the insights. 

You'll notice things before they become big problems. Things like something broken in you lead follow-up process or a salesperson performing below the benchmark. 

Take a proactive, data-driven approach to your customer acquisition. Your marketing budget and CFO will thank you.