KPI: "transaction cycle length"
Sales cycle length is an important operational indicator of a firm's employee's performance.
The calculation takes into account email database indonesia the average time from the moment a potential client first comes into contact with a manager until the point when the deal is completed.
This KPI needs to be monitored because it clearly demonstrates the quality of the manager's work. It provides an understanding of whether the current sales process is effective and makes it possible to forecast future sales.
Having information about the leads in the Pipeline scheme and knowing the average length of the sales cycle, the manager can make a realistic forecast about the number of closed deals in the near future.
KPI: "transaction cycle length"
The length of the sales cycle is based on 3 key indicators. We are talking about the Sales Channel, the Product and the Lead Generation Channel.
The first indicator is able to identify the type of target client and, therefore, sales techniques.
The second indicator can determine the complexity of the deal. If the product is simple, then it is easier and faster to sell it.
The third indicator shows how potential clients learn about the advertiser's offer. If "cold calls" are used in the work, it will take much longer to conclude a deal than with incoming calls.
To calculate KPIs for different sales and lead generation channels, you need to divide the existing customer base into certain parts according to the specified parameters. It is appropriate to form sales funnels in several sections:
for cold calling;
for incoming calls;
under the sales channel;
by product type.
KPI: "amount of transactions in the pipeline"
The key performance indicator of the sales process is the total value of the sales pipeline – Pipeline.
This KPI is assessed based on forecasted sales volumes for each SQL.
To speed up the sales process, the "conveyor" price and the number of transactions must be increased. And the sales cycle must be shortened as much as possible.
By monitoring and controlling KPI data in the sales funnel and in the Pipeline, a manager is able to strategically manage the actions of his sales managers.