1. Win Rate

  • Win Rate = Deals Won / Total Deals × 100
  • Measures the efficiency of the sales team (how well the team closes deals) and the product's attractiveness to the market.

2. Sales Cycle Length

  • Time to close the deal.
  • Sales Cycle Length = Average time between opportunity creation and close dates.

3. Average Deal Value

  • Super important to forecast revenue.
  • Can be use as a metric to measure upsale and cross sale
  • Total Revenue / Won Deals.

4. Total Sales (Value and Volume)

  • Value: Sum of all sales revenue in a specific period.
  • Volume: Count of Deals.

5. Sales Growth Rate

  • How your business is growing over time.
  • Rate of change in company sales revenue over time.
  • Growth Rate = (Current Sales Revenue / Previous Sales Revenue) - 1
  • May be By Month or Qurter or Year

6. Pipeline Hygiene

  • The practice of keeping a sales pipeline clean, organized, and up to date.
  • Involves regularly reviewing, updating, and maintaining pipeline data to ensure it accurately reflects the status of each opportunity.
  • The percentage of clean opportunities / total opportunities.

7. Deals Slippage

  • Deals postponed or moved out of the expected close date.
  • Minimizing deal slippage is crucial for maintaining high sales productivity and accurate forecasting.
  • Slippage Rate = (Number of slipped deals / Total deals planned to close) × 100%

8. Conversion at Pipeline Sales Stages

  • Conversion rate of opportunities from each sales stage to the next.
  • Super important to identify gaps and areas of improvement in the sales process.
  • Helps determine which part of the pipeline has problems.
  • Conversion rates for each stage transition in the pipeline.

9. Average Time by Pipeline Sales Stage

  • Average time spent by opportunities in each sales stage.

10. Pipeline Coverage

  • Pipeline Value vs. Pipeline Target.
  • Ensure your pipeline is strong enough to hit your targets.

11. Average Sales Per Rep

  • Total Revenue / Number of Sales Reps.

12. Sales Velocity

  • How fast the business generates revenue from the pipeline.
  • Based on multiple KPIs: Sales Cycle Length, Average Deal Value, Win Rate, Pipeline Volume.
  • Sales Velocity = (Number of Opportunities × Win Rate × Average Deal Size) / Sales Cycle Length.
  • Discover how quickly your team converts opportunities into revenue.

14. Forecast Accuracy

  • The percentage of how close forecasted sales are to actual sales.
  • Forecast Accuracy (%) = (Forecasted Value / Actual Value) - 1

15. Calls Frequency

  • Total number of inbound and outbound calls.
  • Calls measured per agent as well.