{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.focus_areas",
    "slug": "focus_areas",
    "domain": "sales",
    "defaultLabel": "Sales Focus Areas",
    "description": "Forward-looking narrative naming the next-period (typically next-quarter) sales priorities — segment bets, pipeline-coverage actions, hiring focuses, enablement themes, ICP refinements. The \"what we're changing or doubling-down on\" surface, complementing strategic_context (which is past-tense) and key_concerns (which is present-tense). Common pitfall: listing too many focus areas (3 is the practical maximum a team can actually execute against; 7+ means everything is a priority, i.e. nothing is). Boards use this to track promise-vs-delivery quarter over quarter.",
    "fieldType": "text",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Free-text narrative — no calculation. Convention: 3 numbered priorities, each with a one-line statement and a measurable next-period success criterion.",
    "whyItMatters": "Creates accountability across periods — the board can ask \"you said X was the focus last quarter, what happened?\" Without an explicit list, every quarter looks like a fresh strategy reset.",
    "interpretationGuidance": "Focus areas should reappear (with progress) for 2–3 quarters before retiring — single-quarter focus shifts are usually a thrash signal. Track which focuses produce measurable KPI delta vs which produce only activity reports.",
    "relatedKpiIds": [
      "sales.strategic_context",
      "sales.key_concerns",
      "sales.pipeline_assumptions",
      "sales.win_rate",
      "sales.cac_payback_period"
    ]
  }
}