Glossary

The terms of the method, each with its definition and formula.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.