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.
A cohort-based close rate measures how many deals you won, divided by the total number of opps created.
To calculate a cohort-based close rate, you take the number of closed won deals that were created in a particular time period and divide by the total number of opportunities you created in that period.
For example, if you created 10 opps in September, and have won 6 of them, then your cohort-based close rate from September would be 6 / 10 = 60%.
To measure cohort-based close rate with Salesforce data, count the number of opportunities that have a created date in the period, then count the number of opportunities won that have a created date in the same period. Then divide the opportunities won by the opportunities created.
To measure cohort-based close rate with HubSpot CRM data, count the number of deals that have a created date in the period, then count the number of deals won that have a created date in the same period. Then divide the deals won by the deals created.
Sales scorecards calculate cohort-based close rates automatically, and can measure it by sales rep, by account, or any other breakdown. Check out our scorecards solution to learn how you can calculate cohort-based close rate 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.