Mastering Sales Velocity and Metrics

Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks.
Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down.
Analyze Mature Pipeline: For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing.
Core Metrics Dashboard: Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline.

This chapter explores the critical metric of sales velocity, detailing its calculation and application for effective revenue generation insights. It emphasizes the need for clear definitions and criteria in the sales process, along with strategies to analyze win rates and the reasons behind lost deals. Additionally, it highlights the importance of collaboration between sales and product teams to enhance overall customer success.

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