Today’s modern reps move to new companies and roles every few years (or less). With this ever-shrinking sales talent lifecycle, enablement feels increased pressure to maximize productivity. That means finding better ways to focus and deliver readiness efforts (like training or coaching) when, where and how the sales force works.
How to Calculate Cohort-Based Average Selling Price (ASP)
September 18, 2018
This blog post was originally published by Rekener, now a Brainshark company.
ASP stands for Average Selling Price.
To measure cohort-based ASP, you take your total amount of revenue or bookings won from a set of opportunities you created in a specific period, and divide by the number of deals you closed, that were created in that same period. For example, if you won $50,000 of revenue from the opps you created in March, and closed 5 deals from the opps you created in March, then your cohort-based ASP for March would be $50,000 / 5 = $10,000.
To measure cohort-based ASP with Salesforce data, take the sum of the Amount from closed won opportunities that have a created date in the period you are looking at, and divide by the number of opportunities won that have a created date in the period you are looking at.
To measure ASP with HubSpot CRM data, take the sum of the Amount from closed won deals that have a created date in the period you are looking at, and divide by the number of deals won that have a created date in the period you are looking at.
With sales scorecards, you can calculate cohort-based ASP automatically, and can measure it by sales rep, by account, or any other breakdown. Check out our Sales Rep Scorecard app to see how you can calculate cohort-based ASP by sales rep automatically.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.
