For Everyone

Sales Cycle Lengths

2 min read
CloudAnswers photo

3 fundamental sales KPIs that can be automated - Part 3

Sales Cycle Lengths

With the input and output of the sales engine measured, you now need to count the RPMs. In a combustion engine, RPM is short for Revolutions Per Minute measured at the crank. For our purposes, this number will be how fast we’re processing opportunities and getting the real answer (yes, or not today).

This one is the easiest to measure when your system is configured correctly. Opportunity age can be quickly calculated as days between CreatedDate and CloseDate.

Age by won vs lost: Are you dragging your feet thinking you can save a deal for too long? Age by closed month: Are you getting faster or slower at identifying customer needs and closing? Age by team/rep: Who in the team needs coaching and who can we all learn from? Age by lead source: Are certain lead sources problematic time-wasters? Age by product of interest: Do certain products require longer cycle times?

Automation Tips

Ensure that duplicates are managed with Salesforce built-in duplicate management and our lightning component for “Potential Duplicates Component

merge duplicates app

Use report-sender to make sure partners always know what you have in your pipeline for them.

salesforce report sender app

Ensure your validation rules are configured right so people will remember to enter the lost reason, competitors, etc. This can also be done with Report Sender to send lost deals list with full details to the sales team ahead of your weekly sales status call. This will allow for a fast offline snapshot review of what is killing deals.

Read also:

Part 2 - find holes in your funnel

Part 1 - new opportunities

CloudAnswers photo

About CloudAnswers

Salesforce apps, powerful components, custom development, and consulting. Our experienced team helps you to create and modify workflow processes in salesforce.

Related Articles

For Everyone

How to build a Customer Churn Rate report in Salesforce

The churn rate is the total percentage of customers that join up and subsequently leave within a specific period. The churn rate is undesirable since it indicates that you're losing consumers. Customer churn rates may be divided into two categories: voluntary and involuntary. People who unsubscribe for their reasons, such as being dissatisfied with the service or no longer requiring it, are referred to as "voluntary churn." Involuntary churn can occur due to problems like payment failure that cannot be attributed to a customer intentionally canceling.

April 14, 2022

4 Min Read

For Everyone

Does reporting really matter?

What are the benefits of reporting? Business reports provide essential information to management, such as spending, profit, and growth. Reports deliver valuable information that the business can utilize to generate future predictions, marketing plans, assist budget planning, and improve decision-making.

January 21, 2022

6 Min Read

For Everyone

How to coordinate marketing and sales by avoiding duplicates in Salesforce

If you are in charge of handling client data, you have almost certainly dealt with the hassles that duplicate data causes. Whether the duplicate data entered your system due to clients filling out forms, manually inputting data, or importing it from other platforms, the implications are the same and highly expensive.

December 12, 2021

8 Min Read