RevOps Docs for Startups
  • Welcome
  • Getting Started
    • Quickstart
    • About LeanScale
  • Growth Modeling
    • Building a Growth Model
      • Growth Model Assumptions
      • Growth Model Approaches
      • Growth Model Segmentations
    • Sales Capacity Plan
    • Marketing Plan
    • Customer Success Plan
  • Go-to-market Lifecycle
    • Go-to-Market Lifecycle
    • Lead Lifecycle
    • Sales Lifecycle
    • Customer Lifecycle
    • Proof of Concept Lifecycle
    • Lifecycle Measurement
  • Lead Attribution
    • Attribution Overview
    • Lead Source Taxonomy
  • Measuring Metrics
    • Reporting and Data Analytics
    • Sales Metrics
      • Created Pipeline
      • Weighted Pipeline
    • Marketing Metrics
      • Lead Impact Matrix
      • CAC to LTV
    • Customer Success Metrics
      • Net Retention
    • Partnership Metrics
    • Presenting Metrics
  • GTM Tech Stack
    • GTM Tech Stack Overview
    • When To Buy New Systems
    • Driving System Adoption
    • CRM Considerations
      • User-Oriented CRM
      • Data & Reporting CRM
      • Security-Focused CRM
  • Aligning Sales/Marketing
    • Alignment Overview
    • How to Align?
    • What is an SQL?
    • Building Marketing Operations
    • Defining GTM Process
    • Interviewing GTM Leaders
    • Finding The Right Talent
  • System Demos
    • Data Enrichment
      • Clay
      • Traction Complete
    • Conversational Intelligence
      • Gong
      • Unthread
    • CPQ
      • Dealhub
      • Salesbricks
    • Data Analytics
      • RevVue
      • QFlow
  • CRM Tips
    • Salesforce
      • Create Opp from Contact
      • Validation Rules in Flow
      • Roll Up Summary Field
      • Close Date Change Counter
      • Lead Stages
      • Sales Stages
      • Customer Stages
      • Next Step Fields
      • Lead Source Taxonomy
      • Proof of Concept Stages
      • Displaying Record Information
      • Display Dynamic Lists
      • Messages to End Users
      • Create Custom Buttons
      • Tips for Data Loader
      • Salesforce Inspector Reloaded
      • SFDC Navigator for Lightning
      • Bypass Validation Rules
      • Sales Manager Notes Field
      • Renaming Fields and Objects
      • Getting Faster to Record ID
    • Hubspot
      • Disable Picklist Options
      • Create Yesterday's Date
      • Create Today's Date
  • Strategic Walkthroughs
    • Revenue Operations Flywheel
    • Post-Fundraise Playbook
    • Building Board Decks
    • Building Dashboards
      • CEO Dashboards
      • Executive Dashboards
      • Marketing Dashboards
      • Sales Dashboards
      • CS Dashboards
      • Funnel Analytics
    • ChatGPT as a Salesforce Admin
    • Sales Commission Plans
    • Building Sales Territories
Powered by GitBook
On this page
  • 1. Bookings to Plan
  • 2. Sales Cycle and Conversion Rates
  • 3. Weighted Pipeline Forecast and Coverage
  • 4. Pipeline Created
  • 5. Win-Loss Analysis
  • 6. Pipeline Development Over Time

Was this helpful?

  1. Measuring Metrics

Sales Metrics

PreviousReporting and Data AnalyticsNextCreated Pipeline

Last updated 7 months ago

Was this helpful?

1. Bookings to Plan

  • Definition: The value of signed contracts, representing expected revenue.

  • Segments: Company level, territories/regions, individual goals.

  • Importance: Key performance indicator reflecting business goals.

2. Sales Cycle and Conversion Rates

  • 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.

3. Weighted Pipeline Forecast and Coverage

  • 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.

4. Pipeline Created

  • 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.

5. Win-Loss Analysis

  • 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.

6. Pipeline Development Over Time

  • 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.