Resources

38 of 38 shown

• Pattern

  Cost of Inaction in the Sales Pipeline: What EVL Shows

  Cost of inaction in sales: EVL is the gap between two expected values, not lost revenue. How to recognise the pattern and how to read EVL.

• Pattern

  Customer Concentration Risk in the Sales Forecast

  Customer concentration risk in the sales forecast: how much of the pipeline’s expected value rests on the largest deals, and what remains without them.

• Pattern

  Forecast vs Actual: How to Check Your Sales Forecast

  Forecast vs actual in sales: keep forecast, plan and actual as a series across periods before a distance to plan gets a name.

• Pattern

  Funnel conversion rates: when stage win rate drops

  Funnel conversion rates falling across most teams? Meant here is the stage win rate. What that says about the cause and how to check it.

• Glossary

  Health-Adjusted Coverage Ratio (HACR) and Nominal Coverage

  The Health-Adjusted Coverage Ratio (HACR) divides rEFV by the gap to target and is read as a pair with nominal coverage. Formula and example.

• Glossary

  Hero cohort: the best quarter, not the best rep

  The hero cohort is the best quarter of sales reps by stage win rate: a group with one joint rate. Formula, example and delimitation.

• Glossary

  MQL to SQL Conversion Rate: What the Number Measures

  MQL to SQL conversion rate: what the rate measures, why two companies do not necessarily count the same thing, and which four quantities carry the name.

• Glossary

  Opportunity Types: Reading Each Kind of Business Separately

  An opportunity type is a kind of business in sales. Why SLA values and stage win rates hold per opportunity type, and why opportunity types are never mixed.

• Glossary

  Pipeline Coverage: Definition, Formula and How to Read It

  Pipeline coverage divides the open pipeline amount by the gap to target. Formula, example and why there is no universally good value.

• Pattern

  Pipeline Growth That Misleads: Strategic Decoupling

  Pipeline growth can mislead: in Strategic Decoupling the open pipeline grows while rEFV falls. Report nominal coverage and HACR as a pair.

• Glossary

  Pipeline hygiene in expected value: EVL

  Pipeline hygiene in one figure: EVL (Execution Value Leakage) is the distance between bEFV and rEFV, two expected values. Definition, formula, example.

• Glossary

  Pipeline Hygiene: What Dormant Opportunities Are

  Pipeline hygiene starts with the question of which deals move. Dormant Opportunities are open deals without a single movement during an entire period.

• Pattern

  Pipeline Risk: When One Deal Carries the Forecast

  Pipeline risk at rep level: how a sales leader sees that a rep’s pipeline rests on one deal, and what the deal review and new pipeline have to cover.

• Glossary

  Quota Attainment: How It Is Calculated, Level by Level

  Quota attainment divides revenue won by the target of the same level. Formula, example, and why the targets of the levels do not add up.

• Pattern

  Quota attainment: reading plan levels, versions and gaps

  How to read quota attainment: actual against plan, three plan levels, the state of the plan, gap or not planned. Five questions for every figure.

• Glossary

  Revenue per sales rep as a team share: the CIF

  Revenue per sales rep, measured as a share of the team: CIF combines a rep's share of the team's won deals and won revenue. Definition, formula, example, comparison.

• Pattern

  Sales and Marketing Alignment: Where the Handoff Breaks Down

  Check sales and marketing alignment in your own data: demotions, time spent per handoff stage against its target value, and a shared SLA.

• Pattern

  Sales Benchmarking: Measure Reps Against Your Own Best

  Sales benchmarking without industry figures: the gap to your own top quartile as the distance between two expected values, in euros.

• Pattern

  Sales Capacity or More Leads? Test What Carries First

  Add sales capacity or buy more leads? Three measurable questions show beforehand whether volume is the lever or the qualified win rate is.

• Glossary

  Sales cycle length and BPV: stage delay against the SLA

  BPV (Build-to-Perform Variance) adds a per-stage view to sales cycle length: time in stage measured against the SLA. Definition, formula, example.

• Glossary

  Sales forecast accuracy: the EFV Ratio

  EFV Ratio measures sales forecast accuracy in hindsight: Closed Won divided by rEFV at the start of the period. Definition, formula, example, distinctions.

• Glossary

  Sales forecast formula: cEFV, calibrated on prior periods

  cEFV is the calibrated sales forecast for the end of a period. Sales forecast formula in words: rEFV, calibrated with growth and inflow from prior periods.

• Pattern

  Sales forecast range: three cases instead of one number

  A sales forecast for an upcoming window is a forecast range of three named assumptions. How the range is read and checked against the actual.

• Whitepaper

  Sales Forecasting Methods: Two Questions, Two Windows

  Sales forecasting methods start with two questions: what did a stretch that has run produce, and what does today's open pipeline lead you to expect?

• Whitepaper

  Sales Performance Management: Looking Back and Ahead

  Sales performance management with two views: what each sales rep has delivered and what their open pipeline can still cover. Four fields, four conversations.

• Glossary

  Sales pipeline health as an expected value: rEFV

  rEFV factors sales pipeline health into the expected value of the pipeline, using measured factors per health band. Definition, formula, example, bEFV and cEFV.

• Pattern

  Sales Pipeline Management: How to Spot an Ageing Pipeline

  Sales pipeline management includes spotting over-aged deals: measure Funnel Calcification by the share above the first SLA value and check your SLA first.

• Glossary

  Sales pipeline quality: what EFV Density can and cannot say

  Sales pipeline quality and EFV Density: EFV Density is rEFV as a share of open pipeline volume, not a quality grade. Formula, example, contrast with pipeline coverage.

• Pattern

  Sales rep performance metrics: read the stage profile

  Sales rep performance metrics read as a stage profile: one person's stage win rates across all stages against the comparison group, not a single rate.

• Glossary

  Sales Stages and Stage Classes: Classifying Stages

  Sales stages differ from company to company. Stage classes assign them to fixed categories: the definition, an example, and what each company sets for itself.

• Glossary

  Sales Velocity: Formula and What the Daily Value Means

  Sales Velocity combines worked deal count, deal size, qualified win rate and sales cycle into a daily value for a completed period. Formula and example.

• Glossary

  Sales win rate, adjusted for contribution: the PAS

  PAS weights a rep’s sales win rate by their contribution to the team result. Definition, win rate formula, example and how PAS differs from win rate and CIF.

• Glossary

  Sales Win Rate: Formula and What It Leaves Out

  Sales win rate counts won against decided deals: across all decided deals or on qualified opportunities. Formula, example and delimitation.

• Glossary

  SLA Health: How Old a Deal Is for Its Stage

  SLA Health classifies each open opportunity by total age as HEALTHY, DELAYED or STALLED. The rule, an example, and how it differs from time spent in a stage.

• Pattern

  Software Proof of Concept in a Salesforce Sandbox

  Software proof of concept in a Salesforce sandbox: steps, prerequisites, data flow and teardown for Salesforce administrators and IT.

• Whitepaper

  The Economics of a Funnel: a pipeline is tied-up capital

  A sales pipeline is tied-up capital: acquisition costs are spent, revenue arrives only at the close. Four quantities measure the time in between.

• Whitepaper

  Trust Boundary for AI on Salesforce Data: Two Paths

  Trust boundary at Funnel Economics: two components, two data paths. Four answers per path: which data, processed where, whose agreement, which control.

• Glossary

  Weighted pipeline: bEFV as baseline expected value

  bEFV is a weighted pipeline built on the measured stage win rate instead of fixed stage percentages. Definition, formula, example and how it differs from rEFV.