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.
ASP stands for Average Selling Price.
To measure ASP, you take your total amount of revenue or bookings won, and divide by the number of deals you closed. For example, if you won $10,000 of revenue, and closed 5 deals, then your ASP would be $10,000 / 5 = $2,000.
To measure ASP with Salesforce data, take the sum of the Amount from closed won opportunities that have a close date in the period you are looking at, and divide by the number of opportunities won that have a close 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 close date in the period you are looking at, and divide by the number of deals won that have a close date in the period you are looking at.
With sale scorecards, you can calculate 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 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.