Volume

Deal Size

Deal size is the projected amount value of an open opportunity, or the value of a closed opportunity.

formula
    deal-size = Amount_opportunity

Average Deal Size

Average deal size is the average deal size of a pipeline or sub-pipeline.

formula
For a pipeline or sub-pipeline :
    
    deal-size-avg = Average ( deal-size )
    

Open Pipeline

Open pipeline represents the pipeline of opportunities which are open in the CRM, and still been worked on by the sales teams.

formula
For a pipeline or sub-pipeline :

    open_pipeline = Aggregate ( all_open_opportunities )
structure
{ 
  'periods' : {
      'period' : {
          'period_id' : 'm1'                       
          'period_year' : '2023'                    
          'qty' : 24,                              
          'value' : 123422,
          'ids' : ['23TF322','45236GE','REAERV']
        }  
    }  
}  

Pipeline Coverage

Pipeline coverage represents the ratio of existing pipeline to close to meet sales goals.

formula
For a pipeline or sub-pipeline :
    for a period :

        pipeline-coverage = value(open_opportunities)/value(sales_target) 

Pipeline Coverage Weighted

Pipeline coverage weighted represents the ratio of existing pipeline to close to meet sales goals by weighting each opportunity according to its stage.

formula
For a pipeline or sub-pipeline :
    for a period :

        pipeline-coverage-weighted = Sum( value( weighted(open_opportunities)))
                                    / value(sales_target)
        

Pipeline To Cover

Pipeline to cover represents the pipeline required to meet the sales target.

formula
For a pipeline or sub-pipeline :
    for a period :

        pipeline-to-cover = value(open_opportunities) - value(sales_target)
        
response
{ 
    periods : {
        period : {
            month : 1,
            year : 2024 
            pipeline-to-cover-qty : 12
            pipeline-to-cover-value : 235900
            },
        period : {
            month : 2,
            year : 2024 
            pipeline-to-cover-qty : 3
            pipeline-to-cover-value : 65900
        }
                
}

Sales Growth Rate

MoM Growth Rate

QoQ Growth Rate

YoY Growth Rate

Pipeline to Cover Weighted

Pipeline to cover weighted represents the pipeline required to meet the sales target weighted by stage probablity and close rate. It can be seen as an estimation of the missing pipeline to meet the target.

For a pipeline or sub-pipeline, For a period  :
    missing-pipeline   = MAX ((Quota_over_period - Close_over_period ) 
                                     * 1/personal_close_rate , 
                                     Pipeline_Coverage * quota_over_period)
    
response formatting
{ 
    periods : {
        period : {
            month : 1,
            year : 2024 
            pipeline-to-cover-weighted-qty : 12
            pipeline-to-cover-weighted-value : 235900
            },
        period : {
            month : 2,
            year : 2024 
            pipeline-to-cover-weighted-qty : 3
            pipeline-to-cover-weighted-value : 65900
        }
                
}
   

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