Accelerate Sales Analytics to Drive Results

Make more-informed decisions based upon a complete picture of all sales metrics—in real-time.

lob-sales-1_0caae5d23f25cce532db1268b41e24b7

INCREASE PIPELINE CONVERSION RATES AND VELOCITY.

  • Measure and monitor standard pipeline KPIs, such as the amount/value of pipeline by sales cycle, conversion rates between stages, velocity between stages, number of opportunities per stage, and win rate percentage
  • Compare current pipeline stats to previous time periods
  • Identify which sales cycle milestones are leading indicators of a deal closing
  • Determine if sales velocity is accelerating in accordance with strategic objectives
  • Determine if there’s sufficient pipeline to support sales forecasts
lob-sales-2_0caae5d23f25cce532db1268b41e24b7

DEVELOP MORE ACCURATE AND REALISTIC SALES FORECASTS.

  • Determine how long it typically takes to win or lose a deal, and how that duration varies by rep
  • Identify the amount of time spent in each stage of the sales cycle according to different factors, such as type of customer or industry
  • Determine which customers or industries take the longest time to close
  • Determine each rep’s average productivity and win rate
  • Identify which reps discount the most money to close a deal, as well as the average amount of the discounts they offer
  • Identify which reps tend to be optimistic early in the sales cycle
  • Identify the reps who are increasing or decreasing commits
lob-sales-3_0caae5d23f25cce532db1268b41e24b7

IMPROVE SALES MANAGEMENT FOR HIGHER SALES REP PRODUCTIVITY.

  • Measure and monitor standard sales management KPIs, such as YTD sales activity/value, number/value of current opportunities in the pipeline, number/value of closed deals, average number of days to deal close, rep/account breakdown by annual contract value, forecast by rep, and amount won vs. goal/amount expected won vs. goal by rep
  • Compare deal and rep stats to previous time periods—year over year, quarter over quarter, week over week
  • Calculate pipeline growth or shrinkage
  • Identify the best-performing sales reps
  • Identify deals that have pushed to the next quarter or stalled indefinitely
Learn More