Sales Enablement Ideas Blog | Brainshark

Brainshark Ideas Blog

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

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.
A closed funnel close rate measures how many deals you won, divided by the total number of deals closed, won or lost.
A closed funnel close rate measures how many deals you won, divided by the total number of deals closed, won or lost.
Dollar-based renewal rate measures the percentage of renewal revenue won out of the total amount of revenue that was up for renewal in a period.
Dollar-based renewal rate measures the percentage of renewal revenue won out of the total amount of revenue that was up for renewal in a period.
A cohort-based close rate measures how many deals you won, divided by the total number of opps created.
A cohort-based close rate measures how many deals you won, divided by the total number of opps created.
Sales cycle measures the average amount of time between when an opportunity or deal is created, and when it is closed won.
Sales cycle measures the average amount of time between when an opportunity or deal is created, and when it is closed won.