Sales Metrics
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Last updated
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Definition: The value of signed contracts, representing expected revenue.
Segments: Company level, territories/regions, individual goals.
Importance: Key performance indicator reflecting business goals.
Definition: Time and percentage of conversion from sales qualified lead to closed opportunity.
Segments: The stages between a sales qualified lead and a closed deal.
Importance: Informs marketing team's sales qualified lead goals and planning.
What is it? A predictive measure of whether we’ll hit our bookings target, calculated by applying weights to open opportunities based on stage, qualification, and deal health.
Segments: Opportunities in the system with weights assigned.
Significance: Aids in the assessment of progress towards our booking goals.
Definition: Measures the speed of generating new sales qualified leads.
Segments: By rep, lead source.
Importance: Ensures enough pipeline coverage and evaluates lead source performance.
Definition: The examination of opportunities that were not secured, to pinpoint the reasons behind the outcome.
Segments: Lost opportunities.
Importance: Provides insights for improving sales strategies and product offerings.
Definition: Compares pipeline changes over time, such as month-to-month or quarter-to-quarter.
Segments: Time increments.
Importance: Identifies trends and patterns in pipeline movement.