Time

Sales Cycle

The sales cycle is a metric that represents the amount of time (in days) it takes for a business to convert a lead into a paying customer.

Average Sales Cycle

The average sales cycle is a metric that represents the average amount of time (in days) it takes for a business to convert a lead into a paying customer.

Formula

For a pipeline or sub-pipeline : 

    sales-cycle-avg = Average (Date_closed_won - Date_creation_first_contact)

Median Sales Cycle

The median sales cycle is the middle value of the set of numerous sales cycles. The median is the same as the 50th percentile for the set of numbers. It means for a median sales cycle value of 10k, there are even sales cycle higher than 10k, than sales cycles lower than 10k.

formula

For a pipeline or sub-pipeline : 

    sales-cycle-median = Median 
            ( Series ( (Date_closed_won - Date_creation_first_contact) )

Aging

The aging of an open opportunity represents the aging (in days) of an opportunity since its creation. Aging is reserved for open opportunities.

formula

For a single opportunity :

    aging = Date_of_today - Creation_Date

Average Aging

The average aging represents the average aging (in days) of open opportunities in a pipeline or sub-pipeline.

formula

For a pipeline or sub-pipeline :

     = Average ( diff ( Date_of_today , Creation_date ) )
    

Duration

The duration of an opportunity represents the duration (in days) of an opportunity since its creation.

Duration is similar to aging but for closed opportunities.

formula

for a single opportunity :

    duration = diff ( Close_Date, Creation_Date)

Average Duration

The average duration represents the average duration (in days) of opportunities in a pipeline or sub-pipeline.

formula

for a pipeline or sub-pipeline :

    duration-avg = Average ( diff ( Close_Date, Creation_Date) )

Duration per Stage

the duration per stage is the amount of time spent by an opportunity in each stage of the sales pipeline. It is represented as an array of [days].

formula

For a single opportunity :

  duration-per-stage = Array[
                'stage1' : 'time_spent_in_stage1_in_days',
                'stage2' : 'time_spent_in_stage2_in_days',
                ..
                ]

Average duration per stage

The average duration per stage is the duration per stage calculated on a pipeline or sub-pipeline of opportunities. It is represented as an array of [days]

formula

For a single opportunity :

  duration-per-stage-avg = Array[
                'stage1' : 'average_time_spent_in_stage1_in_days',
                'stage2' : 'average_time_spent_in_stage2_in_days',
                ..
                ]
  

Velocity

Velocity is a metric that provides insights into the speed at which deals move through the sales pipeline over a period of time. it is expressed as a currency/period unit.

formula

for a pipeline or sub-pipeline :

  velocity = (Nb_of_opps_over_period x deal-size-avg x close-rate ) / sales-cycle-avg