Key Metrics &

Analytics
 New Leads Created by Source

✴ How many inbound leads did you get last month?

✴ How many leads is your Outbound SDR able to generate?

✴ What lead source has the highest conversion rate?

✴ What lead source has the highest average deal size?

New Leads Created by Source

Source Leads #

Inbound 50

Amazon 43

Groupon 12

Fab 5
 Conversation Rate of Leads to Opps

✴ Which SDR has the highest conversion rate?

✴ How long does it take for a lead to convert into an opportunity?

✴ How many sales touches does it take to convert a lead?

 Number and Dollar Value of Qualified
Opps Created

✴ How many leads were converted to qualified opps?

✴ What are those opps worth?

✴ Is one AE receiving a ton of opps and not converting

them?
 Conversation Rates on Opps

✴ How many deals are your AE’s closing?

✴ What characteristics do the wins have?

✴ What is the average sales cycle on these wins?

 Booked Revenue: New vs Existing

✴ How much of your revenue is from new business vs

existing?

✴ Are you able to consistently up-sell existing

business?

✴ Are your Account Men getting it done? Are they

driving the business forward?

✴ Are your customers churning?

 Pipeline Velocity

✴ Win Rate

✴ Average Sales Cycle

✴ Average Deal Size

✴ # of Opps in Your Pipeline

 Activity Metrics

✴ # of sales emails sent

✴ # of social actions taken (tweeted at, added on

LinkedIn)

✴ # of call executed

✴ # of in-person meetings

✴ # of demo’s given