In previous posts I have written about the sales velocity equation and four levers that impact sales, number of deals, average deal size, win rate, and sales cycle duration. We did some analysis of the results from the Dealmaker Index Global Benchmark Study, and some interesting facts emerged. I will follow this with some further analysis – but for now, here is a high level picture of some sales metrics that matter.
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October 9th, 2012 at 9:33 am
Great graphic, Donal – powerful stats indeed.
“51% of forecasted opportunities don’t close” which is something that each business should do a back of the napkin calculation to establish not just lost revenue, but lost productivity, lost focus on opportunities that could be closed, etc. – the final number should be frightening enough for any business large or small to pay some serious attention to proper qualification of opportunities.
October 17th, 2012 at 7:27 am
54% of Salespeople (and probably 80% of their Sales Managers) think their pipeline does NOT accurately reflects future business. Then, their company Forecasts on it?
May explain why 51% of Forecast does not close!
Very interesting, Donal great graphic.
February 26th, 2013 at 7:29 pm
[...] um video, com o Chief Strategist Officer da Salesforce explicando um pouco mais sobre vendas B2B. Sales Metrics That Matter Coisas que parecem bestas, mas alguém conseguiu colocar números para ilustrar. Aliás, seguir o [...]