The Only Sales Metrics Glossary You'll Ever Need

Note: This sales metrics glossary was originally created by Rekener, now a Brainshark company. Check out this Q&A to learn more about what this deal means for Brainshark, and what’s next.

No matter how much data is available today, companies frequently have questions about sales metrics. Which measurements should be tracked? How frequently should they be monitored? And how do you actually calculate them?

This in-depth sales metrics glossary was created to answer those questions, along with many more. It features a list of 30 different KPIs worth measuring, includes ones you should track every day, advanced metrics, and leading indicators that can help your business proactively stay on top of sales performance.

Each glossary entry explains what the metric is, as well as how Rekener (now Brainshark) can help you calculate it using CRM data.

Without further ado, here’s what we hope is the only sales metrics glossary you will ever need!

1. How to Calculate Lead Velocity Rate
    
2. How to Calculate Account Coverage
    
3. How to Calculate Demo Complete Rate
    
4. How to Calculate Calls per Demo
    
5. How to Calculate Customer Lifetime Value (LTV)
    
6. How to Calculate Stage Conversion Rate
    
7. How to Calculate Deal-Based Renewal Rate
    
8. How to Calculate Deal-Based Renewal Rate on a Cohort Basis
    
9. How to Calculate Cohort-Based Close Rate
    
10. How to Calculate Opportunity Push Rate
     
11. How to Calculate Sales Activity Per Opportunity
     
12. How to Calculate Sales Velocity Per Opportunity
     
13. How to Calculate Value Per Opportunity
     
14. How to Calculate Sales Velocity
     
15. How to Calculate Dollar-Based Renewal Rate
     
16. How to Calculate Sales Cycle
     
17. How to Calculate Pipeline Coverage
     
18. How to Calculate Lead Conversion Rate
     
19. How to Calculate Opportunity Win Rate
     
20. How to Calculate Quota Attainment
     
21. How to Calculate Average Selling Price (ASP)
     
22. How to Calculate Cohort-Based Average Selling Price (ASP)
     
23. How to Calculate Cohort-Based Sales Cycle
     
24. How to Calculate Lead Conversion Cycle
     
25. How to Calculate Cohort-Based Lead Conversion Rate
     
26. How to Calculate Lead Response Time
     
27. How to Calculate Calls per Opportunity
     
28. How to Calculate Close Rate (Closed Funnel)
     
29. How to Calculate Forecast Coverage
     
30. How to Calculate Stage to Stage Duration

    Bonus: 6 Cross-Sell Metrics Every B2B Sales Leader Should Track