ResourceArticle

How to Calculate Lead Response Time

GREGORY KESHIAN | Apr 24, 2019

Lead response time measures the average amount of time between when leads are created, and when they are first responded to by your sales team.  To calculate lead response time rate, you take the total amount of time between lead creation, and first response, for all the leads that were assigned to a rep, and divide that by the total number of leads responded to.

How to Calculate Forecast Coverage

GREGORY KESHIAN | Mar 30, 2019

Forecast coverage measures your weighted forecast, relative to your quota for a given period of time.  To measure forecast coverage, you take your forecast for a period, and divide by your quota for that same time period.

For example, if a rep is forecasting \$120,000 for Q2 and their quota for Q2 is \$125,000, then their forecast coverage is \$120,000 / \$125,000 = 96%.  This rep is projecting to close 96% of their quota.

How to Calculate Stage to Stage Duration

GREGORY KESHIAN | Dec 31, 2018

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.

How to Calculate Stage Conversion Rate

GREGORY KESHIAN | Dec 31, 2018

Stage Conversion Rate measures the percentage of opportunities or deals that move from one stage to the next. For example if a rep made had 100 opportunities that moved to Stage 1 in the sales process, and 75 of those moved to Stage 2, then the Stage Conversion Rate for Stage 1 to Stage 2 would be 75%.

How to Calculate Account Coverage

GREGORY KESHIAN | Oct 29, 2018

Account Coverage measures the amount of different accounts that received sales rep activity in a given timeframe. For example if a rep made 1000 phone calls in a month but they were to only 150 unique accounts then the account coverage for that month would be 150 accounts.

How to Calculate Customer Lifetime Value (LTV)

GREGORY KESHIAN | Sep 18, 2018

Customer Lifetime Value (LTV) measures the total value that you are likely to capture from an average customer.  To measure LTV, you need to know your new business ASP, the average likelihood for a customer to upsell (attach rate), your upsell ASP, and your renewal rate.  The LTV calculation would then be to take (New Business ASP + (Attach Rate * Upsell ASP)) * (1 / (1 - Renewal Rate))

For example, let’s say you have the following metrics:

• New Business ASP = \$5,000

How to Calculate Pipeline Coverage

GREGORY KESHIAN | Sep 18, 2018

Pipeline coverage measures the amount of pipeline you have, relative to your quota for a given period of time.  To measure pipeline coverage, you take your total pipeline for a period, and divide by your quota for that same time period.

For example, if a rep has \$500,000 of pipeline for Q2 and their quota for Q2 is \$125,000, then their pipeline coverage is \$500,000 / \$125,000 = 4.0x.  This rep has a 4x pipeline coverage.

How to Calculate Dollar-Based Renewal Rate

GREGORY KESHIAN | Sep 18, 2018

Dollar-based renewal rate measures the percentage of renewal revenue won out of the total amount of revenue that was up for renewal in a period.  To measure dollar-based renewal rate, you take the total amount of renewal revenue won in a given period, and divide by the amount of revenue that expired in that same period.

For example, if you had \$140,000 of renewal bookings in Q2, and \$150,000 of revenue that was up for renewal in Q2, then your dollar-based renewal rate would be \$140,000 / \$150,000 = 93%.

How to Calculate Deal-Based Renewal Rate on a Cohort Basis

GREGORY KESHIAN | Sep 18, 2018

Deal-based renewal rate, calculated on a cohort basis, measures the percentage of opportunities renewed out of the total number that were up for renewal in a period.  To measure deal-based renewal rate on a cohort basis, you take your total number of expiring subscriptions in a period, and measure how many of them got renewed, and divide the number of renewals by the number of expirations.

How to Calculate Deal-Based Renewal Rate

GREGORY KESHIAN | Sep 18, 2018

Deal-based renewal rate measures the percentage of renewal deals won out of the total number that were up for renewal in a period.  To measure deal-based renewal rate, you take your total number of renewal deals in a given period, and divide by the number of deals that expired in that same period.

For example, if you had 380 renewal deals in Q2, and 400 deals that were up for renewal in Q2, then your deal-based renewal rate would be 380 / 400 = 95%.