Metrics Glossary

How to Calculate Lead Velocity Rate

GREGORY KESHIAN | Oct 06, 2019

Lead Velocity Rate measures the period over period growth in the number of leads you are generating.  It shows you whether you are expanding the top of your funnel or not.  And, if your leads convert to opportunities and deals consistently, Lead Velocity Rate can help you predict your future bookings.

As an example, if you generated 120 leads this month, and generated 100 leads last month, then your Lead Velocity Rate would be (120 - 100) / 100 = 20%

How to Calculate Calls per Demo

GREGORY KESHIAN | Jun 28, 2019

Calls per Demo measures the average number of calls a sales rep needs to make in order to set a demo.  To measure Calls per Demo, you take the total number of calls made by a rep in a given period, and divide by the number of demos the rep set in that same period.  Calls per Demo is a top of the funnel metric that indicates how efficient a given rep is with the calls they are making.

For instance, if a rep made 1,500 calls in a month and set 25 demos, then their Calls per Demo would be 1,500 / 25 = 60 Calls per Demo.

How to Calculate Demo Complete Rate

GREGORY KESHIAN | Jun 28, 2019

Demo Complete Rate measures the number of demos completed as a percentage of demos scheduled.  It's a top-of-the funnel metric which is commonly measured for BDRs and SDRs to make sure that they are setting quality demos.

As an example Demo Complete Rate, if a sales rep schedules 25 demos, and 18 of them are completed, the Demo Complete Rate would be 18 / 25 = 72%.

How to Calculate Stage to Stage Duration

GREGORY KESHIAN | Jan 25, 2019

Stage to Stage Duration measures the average amount of time it takes for opportunities or deals to move from one stage to the next. For example, if a rep had had 100 opportunities that moved from Stage 1 to Stage 2 in the sales process, and the total number of days between Stage 1 and 2 (if you added them all up) was 1,000 days, then the Stage 1 to Stage 2 Duration would be 1,000 days / 100 opps = 10 days.