Sales Metrics

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.