Download pptx - The Key Metrics Every Business Should Be Tracking

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.



The Key Equation:

Average deal value

Number of Leads

Length of sales cycle

Win Rate



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%!



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?



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Richard Young

Managing Director UK & Ireland

[email protected]: @Richard_Y

http://www.pipelinersales.com/