Sales Enablement Ideas Blog | Brainshark

Brainshark Ideas Blog

Tips and ideas for sales readiness, training, coaching and more.

Here are four leading performance indicators for sales reps that you can use to track your reps, your team and your company.
These early sales indicators will give you a heads up that something is off the rails before it's too late to course-correct.
Brainshark’s new Q&A series highlights the expertise of prominent voices and thought-leaders throughout the sales enablement community.
Value per opportunity measures the expected amount you would win from an opportunity you create.
Rekener calculates average selling price (ASP) automatically, and can measure it by sales rep, by account, or any other breakdown.
Rekener calculates ASP automatically, and can measure it by sales rep, by account, or any other breakdown. 
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
ASP, or average selling price, is a useful metric that you can measure using data from Salesforce, Hubspot CRM, and Rekener's Sales Rep Scorecard app.
Cohort-based sales cycle measures the average amount of time between when an opportunity or deal is created, and when it is closed won, tracked by the created date of the opportunity.
Cohort-based sales cycle measures the average amount of time between when an opportunity or deal is created, and when it is closed won, tracked by the created date of the opportunity.
Lead conversion cycle measures the average amount of time between when a lead is created, and when it is converted to an opportunity. 
Lead conversion cycle measures the average amount of time between when a lead is created, and when it is converted to an opportunity. 
Sales velocity measures the expected output you would get from a sales rep or team in a given period of time.
Sales velocity measures the expected output you would get from a sales rep or team in a given period of time.
Deal-based renewal rate measures the percentage of renewal deals won out of the total number that were up for renewal in a period.
Deal-based renewal rate measures the percentage of renewal deals won out of the total number that were up for renewal in a period.
Deal-based renewal rate, calculated on a cohort basis, measures the percentage of opportunities renewed out of the total number that were up for renewal in a period.
Deal-based renewal rate, calculated on a cohort basis, measures the percentage of opportunities renewed out of the total number that were up for renewal in a period.
Cohort-based lead conversion rate measures the percentage of your leads that end up converting to opportunities, of the leads created in a certain period.
Cohort-based lead conversion rate measures the percentage of your leads that end up converting to opportunities, of the leads created in a certain period.
Calls per opportunity measures the average number of phone calls a sales rep needs to make in order to open one opportunity or deal.
Calls per opportunity measures the average number of phone calls a sales rep needs to make in order to open one opportunity or deal.