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.
Sales activity per opportunity measures the average number of activities a sales rep needs to make in order to open one opportunity or deal.
To measure sales activity per opportunity, you take your total number of sales activities logged, and divide by the number of opps created.
For example, if a rep created 4,000 activities in a month and opened 16 opportunities, then their activities per opportunity ratio would be 4,000 / 16 = 250 activities per opp.
To measure activities per opportunity with Salesforce data,
first count the number of tasks that were created in the time period you are measuring. Then count the number of opportunities created in that same period. Then divide the activities by the opportunities.
To measure activities per deal with HubSpot CRM data,
first count the number of engagements that were created in the time period you are measuring. Then count the number of deals created in that same period. Then divide the activities by the deals.
Sales scorecards calculate activities per opportunity automatically,
and can measure it by sales rep, by account, or any other breakdown. Check out our scorecards solution to see how you can calculate activities per opportunity 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.