Dollar-based renewal rate measures the percentage of renewal revenue won out of the total amount of revenue that was up for renewal in a period.
A cohort-based close rate measures how many deals you won, divided by the total number of opps created.
Sales cycle measures the average amount of time between when an opportunity or deal is created, and when it is closed won.
Pipeline coverage measures the amount of pipeline you have, relative to your quota for a given period of time. Sales Rep Scorecards calculate pipeline coverage automatically.
Lead conversion rate measures the percentage of your leads that end up converting to opportunities.
Opportunity push rate measures the percentage of your opportunities that are set to close in a period that end up pushing out to the next period.
Sales activity per opportunity measures the average number of activities a sales rep needs to make in order to open one opportunity or deal.
Sales velocity measures the expected output you would get from a sales rep or team in a given period of time.
Bob Kelly, chairman of the Sales Management Association, breaks down several key trends around sales enablement and effectiveness.
You might only get one chance a year to gather your entire sales force, so it’s important that you plan a sales kickoff they won't forget.
“Transformation” is one of the most overused words in business, and its popularity has left us with definitions that don’t always align with each other.
Sales development groups all face similar problems when it comes to recruiting new talent: candidates have countless choices, and demand for talent is higher than ever.