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PoC - Metrics

Sales

Opportunities by Period, Rep, Region, Channel, Product
  1. Number of opportunities expected to close within period
  2. Number of opportunities in the period
  3. Expected revenue for period
  4. Change in expected revenue from previous period
  5. Predicted revenue for the period
  6. Total age of opportunities within the period
  7. Average age of opportunities within the period
  8. Number of days since last activity on the opportunity
  9. Total $ amount of opportunity
  10. Average $ amount of opportunities within period
  11. Total days to close opportunities
  12. Average days for opportunities to close within period
  13. Days since opportunity was last touched
  14. Probability of opportunity closing
  15. Average probability of opportunities closing
  16. Predicted number of new opportunities within the period
  17. Number of new opportunities in period
  18. $ amount of new opportunities in the period
  19. Number of opportunities won in the period
  20. % won opportunities in the period
  21. $ amount of won opportunities in the period
  22. Average $ amount of opportunities won in the period
  23. Number of lost opportunities in the period
  24. % lost opportunities in the period
  25. $ amount of lost opportunities in the period
  26. Average $ amount of opportunities lost in the period
  27. Number of open opportunities in the period
  28. % open opportunities in the period
  29. $ amount of open opportunities in the period
  30. Average $ amount of opportunities open in the period
  31. Number of closed opportunities in the period
  32. % closed opportunities in the period
  33. $ amount of closed opportunities in the period
  34. Average $ amount of opportunities closed in the period
  35. % amount of opportunities changed in the period
  36. Sales rep commit for the peiod

Pipeline Change (#,$,%) by Period, Region, Channel, Product
  1. Opportunities in the pipeline at the beginning of period
  2. Opportunities in the pipeline at the end of the period
  3. Opportunities lost in the period
  4. Opportunities won in the period
  5. Opportunities moved out of the period
  6. Opportunities removed in the period
  7. Opportunities adjusted in the period
  8. Opportunities still open in the period
  9. Opportunities in the period
  10. Opportunities open and won in the period
  11. Opportunities open and lost in the period

Sales (Con’t)

Stage Analysis by period, rep, region, stage, channel, product
  1. Change in number of opportunities by stage since last period
  2. Total number of days opportunities have been in current stage
  3. Average number of days opportunities have been in current stage
  4. Total number of days it takes to win deals
  5. Average number of days it takes to win deals 
Quota by rep, region
  1. Total $ amount of sales quotas
  2. Total $ attained towards quota
  3. % of quota attained 
Activities by rep, region, type
  1. Total number of activities
  2. Average number of activities per deal 
Marketing
  1. # Campaigns
  2. # Leads Converted
  3. # Leads Created
  4. #MQLs
  5. # Newsletter Signups
  6. # of Accounts Sourced by Mktg
  7. # of Mktg Sourced Contacts
  8. # of Opps Sourced by Marketing
  9. # Opportunities Closed
  10. # Opportunities Created
  11. # Pipeline
  12. # Prod. Registrations [Abandoned]
  13. # Prod. Registrations [Successful]
  14. # Product Registrations [Started]
  15. # Projects
  16. # Registrations
  17. # SQLs 06/01/2010
  18. # Touches [Avg]
  19. # Touches [Count]
  20. # Touches [Sum]
  21. # Won Opptys
  22. Amount [MKTG Influenced]
  23. Amount [MKTG Sourced]
  24. Amount [Won]
  25. Average Pageviews per Visit
  26. Campaign Cost per Lead
  27. Campaign Cost [AVG]
  28. Campaign Cost [Total]
  29. Campaign ROI
  30. Conversion Rate
  31. Direct Visits
  32. Direct Visits / Visits
  33. Indirect Visits
  34. Indirect Visits / Total Visits
  35. Lead Conversion
  36. Lead Score
  37. MQL Conversion
  38. Oppty Conversion
  39. Pageviews
  40. Product Registration
  41. SQL Conversion
  42. SUM of Visitors
  43. Visits
  44. Won Conversion
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