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In business today, it’s well known that Marketing must show ROI and Finance has to provide cash flow projections. And yet in Sales, quite often the only measurement tracked is revenue (target) gained. Here’s what’s wrong with this picture. All three areas need an accurate sales pipeline to properly predict their numbers. This cannot be done without Sales first truly understanding their processes and pipeline. A SALES TEAM MUST ALWAYS MEASURE THESE FOUR CORE METRICS: NUMBER OF LEADS – this should be the number converting into opportunities not just raw leads. AVERAGE DEAL VALUE – How much money on average does each net. WIN RATE – The percentage of deals closed. PIPELINE VELOCITY – The length of time taken to close a lead on a sale. Pipeliner CRM helps you to access these insights and apply them to your company so that you can leverage and exploit any of the 4 values (or all 4) to gain greater revenue.
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The Key Metrics EveryBusiness Should Be
Tracking
www.pipelinersales.com
New Sales Era – Setting the Scene
ALWAYS MEASURE THESE METRICS:
NUMBER OF LEADS – this should be the number converting into opportunities not just raw leads.
AVERAGE DEAL VALUE – How much money on average does each net.
WIN RATE – The percentage of deals closed.
PIPELINE VELOCITY – The length of time taken to close a lead on a sale.
www.pipelinersales.com
New Sales Era – Setting the Scene
The Key Equation:
Average deal value
Number of Leads
Length of sales cycle
Win Rate
www.pipelinersales.com
New Sales Era – Setting the Scene
How the Equation Works:
By using the formula, if you increased the Number of Leads, Average Deal Value and Win Rate each by just 5%, along with decreasing the Lengthof the Sales Cycle by 5%, you would see an increasein revenues by 22%.
Try it with 10% and your revenue goes up by 48%!
www.pipelinersales.com
New Sales Era – Setting the Scene
What Does This Mean in Practice?You know how many leads it takes to get a single piece of business.
You know the deal value on average for that piece of business.
You know how long it will take to get that piece of business.
The average company doesn’tknow all of these figures, becauseit’s difficult to track.
Does your CRM help you rackthese?
www.pipelinersales.com
New Sales Era – Setting the Scene
Visit www.Pipelinersales.com
Download your free 30 day trial
Start your Sales Enablement Program
Richard Young
Managing Director UK & Ireland
[email protected]: @Richard_Y
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