The issue I have is we sell high value items ($100k and above), our salas process can take between 80 and 180 days, we currently have approx 100 open opportunities but only sell on average on deal per month.
In lost do we include cancelled projects that have been cancelled or only those that have been lost to competitors.
Any advice would be great
Thanks
1 réponse
It depends on your business, but often the 'Sales Conversion Rate' is measured as the Number of Sales Cycles Sales initiates vs the Number of Sales Cycles that result in Won deals.
I advise to always create an Opportunity for every Sales Cycle all the time. That way, you have accurate data to measure number of sales cycles, Won Rates, Loss Rates, Sales Cycle durations. And, if you use a "Reason Lost" field that is required when a Sales Cycle is Lost, you can also see metrics on why you lose deals.
