How to Calculate Opportunity Push Rate
Opportunity push rate measures the percentage of your opportunities that are set to close in a period that end up pushing out to the next period. To calculate push rate, you first measure the number of opportunities that are open, and set to close in a timeframe as of the beginning of that timeframe. Then, once the timeframe is over, you track how many of those are still open but set to close in a later period.
For example, if you had 100 opportunities that were open and set to close in Q1 as of January 1, and then once Q1 ended, 30 of those were still open, and set to close in quarters later than Q1, your push rate would be 30 / 100 = 30%.
To measure push rate with Salesforce data, you need to make sure that you have opportunity history tracking turned on. With this, you can isolate how many opportunities were open and set to close in a given period, but then ended up pushing out.
Rekener can automate push rate calculations. Check out how our Sales Rep Scorecard app can make calculations like opportunity push rate simple.
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Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran its customer success and renewals function, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta.
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