To measure and improve your trial closing and referral generation skills, you should first define what success looks like for you. Depending on the industry, product, and sales cycle, you may have different criteria and indicators for each skill. For instance, when it comes to trial closing, metrics such as the number and quality of questions asked to uncover needs, pain points, and goals, the percentage of prospects who agree to a next step, and the frequency and effectiveness of trial close statements should be tracked. Similarly, metrics like the number and quality of referrals from existing customers, the conversion rate and lifetime value of referrals, and feedback from referrals and referrers should be monitored for referral generation. To do this, you can use a CRM system, a spreadsheet, or a simple notebook.