Historical win rate (times)

[rifat28dddd]

Still, while I understand the opportunities created and conversion or deals closed, I don’t know that I’d include # of times contacted as one of the three most important metrics to measure. Obviously it’s important to know how much time a sales rep is spending chasing a sale, and also how effectively they are closing on each call, but I think there is a more important metric that I’ll share later on.

Answer #2
The second answer that I felt was worthy of including here was from an entrepreneur in financial services sector:

Opportunities created
Calls made on the accounts
Quality of the call
These metrics are focused more on account management thailand telegram data calls to existing clients. Yet, once again opportunities created was listed number one.

The thing that I found interesting with this answer was quality of the call. As you’ll see later in the article, quality of the call, and, more specifically, how that quality is measured, is one of my top three metrics.

Answer #3
The most interesting answer came from a VP of Sales in the business services sector:

# of open deals (times)
Historical ave. deal size = Pipeline.
He wrote: “One metric I’ve found very effective is: (# open deals) x (historical win rate) x (historical avg. deal size) = Pipeline. This takes some of the moving variables out of measuring just the numbers that are in the existing open deals and is based on past performance which should better indicate likelihood than a probability entered by the sales person.”

What I liked about this answer is that it seemed to most accurately predict the upcoming pipeline. I’ve sat in a lot of pipeline meetings, some worldwide even, and almost everyone in the room knows there is a lot of ‘wood’ that isn’t going to close. Getting an accurate account of what is truly likely to come in seems hard. This formula seems easy. You should try it.