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.
This blog post was originally published by Rekener, now a Brainshark company.
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.
To calculate push rate, you first measure the number of opportunities that are open, and set to close in a timeframe as of the beginning of that timeframe. Then, once the timeframe is over, you track how many of those are still open but set to close in a later period.
For example, if you had 100 opportunities that were open and set to close in Q1 as of January 1, and then once Q1 ended, 30 of those were still open, and set to close in quarters later than Q1, your push rate would be 30 / 100 = 30%.
To measure push rate with Salesforce data, you need to make sure that you have opportunity history tracking turned on. With this, you can isolate how many opportunities were open and set to close in a given period, but then ended up pushing out.
Sales scorecards can automate push rate calculations. Check out how our scorecards solution can make calculations like opportunity push rate simple.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.