Opportunity conversion

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 Quota Attainment

GREGORY KESHIAN | Jun 28, 2019

Quota Attainment measures a salesperson's total sales, as a percentage of their quota for that period.  It is a measure of how close they were to reaching their goal for that particular period.  Typically, quota attainment is measured either monthly, quarterly, or annually and is tied to a compensation plan.  

As an example, if a sales rep has a quota of $250,000 for a quarter, and they have actual bookings of $235,000, their quota attainment would be $235,000 / $250,000 = 94%.

How to Calculate Opportunity Win Rate

GREGORY KESHIAN | Jun 28, 2019

Opportunity Win Rate measures how many opportunities you won, divided by the total number of opps created.  To calculate opportunity win rate, divide the number of closed won deals in a particular time period by the total number of opportunities you created in that period.

For example, if you created 20 opps in October, and won 8 deals in October, then your Opportunity Win Rate for October would be 8 / 20 = 40%.

Track Stage Duration to close more deals quickly

Stage Duration In The Sales Process

JOHN BYRNE | Jan 04, 2019

We recently examined the power of stage conversion rates and how they’re an awesome tool for sales managers.  In addition to conversion, there’s another very valuable metric when it comes to understanding opportunities’ behavior.  I’m talking about opportunity stage duration. Stage duration paints a vivid portrait of the sales process, both for a team and individual reps.