Sales-as-a-Science: things to measure

July 2023

If you are not already, here are the first 5 things all RevOps and Sales teams need to measure.

Sales as a Science starting pack: things to measure – the basics

01 / Opportunity creation

By understanding how many opportunities you need to sell per year, and your conversion rates, you will know how many opportunities you need to create. Measure how many you are creating against your target.

02 / Conversion %

Keep a measurement of how many opportunities you are creating, how many close won and how many don’t. Best practice is to also measure where the opportunities were lost and how lost, so you can identify trends and create an action plan to improve.

03 / Time to convert

Understanding the time in stage is an important metric when measuring performance. Individual opportunities that are stagnant (over 90 days in stage) should be reviewed and removed from forecasting measures.

04 / Average deal size

Understanding how the average deal size of opportunities varies from your forecast is an important aspect of sales as a science. Any variation will mean your target will need to be achieved in a different way (either higher or lesser volume)

05 / Forecasting

Once sales as a science is operating well, you can use it to influence forecasting. By understanding the above, and understanding your pipeline you can forecast when deals will close and the impact on the financial performance of the business.