Global References
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average daily sales calls last quarter. Higher values are better. |
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sales calls last quarter. Higher values are better. |
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marketing-lead follow-ups last quarter. Higher values are better. |
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average lead-response time last quarter. Lower values are better. |
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effectiveness at converting leads into new opportunities last quarter. Higher values are better. |
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identified opportunities last quarter. Higher values are better. |
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distinct new accounts last quarter. Higher values are better. |
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calls that led to follow-up meetings last quarter. Higher values are better. |
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calls that led to demos or POCs last quarter. Higher values are better. |
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ratio of opportunities to sales calls last quarter. Higher values are better. |
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new-account opportunities last quarter. Higher values are better. |
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existing-account opportunities last quarter. Higher values are better. |
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won opportunities last quarter. Higher values are better. |
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lost opportunities last quarter. Lower values are better. |
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new-account wins last quarter. Higher values are better. |
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existing-account wins last quarter. Higher values are better. |
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proportion of new accounts among total wins last quarter. Higher values are better. |
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proportion of existing accounts among total wins last quarter. Higher values are better. |
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average pipeline velocity last quarter. Higher values are better. |
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total sales last quarter. Higher values are better. |
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total sales per sales call last quarter. Higher values are better. |
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total sales per number of accounts last quarter. Higher values are better. |
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travel and entertainment expenses last quarter. Lower values are better. |
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sales quota attainment last quarter. Higher values are better. |
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rate of opportunities that led to a meeting with an executive sponsor last quarter. Higher values are better. |
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average cycle time for lost deals last quarter. Lower values are better. |
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new referrals last quarter. Higher values are better. |
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referral conversions last quarter. Higher values are better. |
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return on employee investment last quarter. Higher values are better. |
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deals in the pipeline last quarter. Higher values are better. |
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accounts retained last quarter. Higher values are better. |
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up-sells last quarter. Higher values are better. |
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cross-sells last quarter. Higher values are better. |
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average discount amount last quarter. Lower values are better. |
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change in average daily sales calls. Higher values are better. |
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change in sales calls. Higher values are better. |
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change in marketing-lead follow-ups. Higher values are better. To qualify for change in marketing-lead follow-ups, the number of marketing-lead follow-ups last quarter must be at least 4. |
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change in average lead response time. Lower values are better. |
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change in rate of effectiveness at converting leads into new opportunities. Higher values are better. |
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change in identified opportunities. Higher values are better. To qualify for change in identified opportunities, the number of identified opportunities last quarter must be at least 4. |
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change in distinct accounts out of the newly found opportunities. Higher values are better. To qualify for change in distinct accounts out of the newly found opportunities, the number of distinct new accounts last quarter must be at least 4. |
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change in calls that led to follow-up meetings. Higher values are better. |
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change in calls that led to demos or POCs. Higher values are better. |
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change in ratio of opportunities to sales calls. Higher values are better. |
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change in opportunities involving new accounts. Higher values are better. To qualify for change in opportunities involving new accounts, the number of new-account opportunities last quarter must be at least 4. |
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change in opportunities involving existing accounts. Higher values are better. To qualify for change in opportunities involving existing accounts, the number of existing-account opportunities last quarter must be at least 4. |
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change in won opportunities. Higher values are better. To qualify for change in won opportunities, the number of won opportunities last quarter must be at least 4. |
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change in lost opportunities. Lower values are better. To qualify for change in lost opportunities, the number of lost opportunities last quarter must be at least 4. |
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change in wins involving new accounts. Higher values are better. To qualify for change in wins involving new accounts, the number of new-account wins last quarter must be at least 4. |
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change in wins involving existing accounts. Higher values are better. To qualify for change in wins involving existing accounts, the number of existing-account wins last quarter must be at least 4. |
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change in win rate on new accounts. Higher values are better. |
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change in win rate on existing accounts. Higher values are better. |
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change in average pipeline velocity. Higher values are better. |
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change in total sales. Higher values are better. |
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change in total sales per by call. Higher values are better. |
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change in total sales per number of unique prospect accounts. Higher values are better. |
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change in total travel and entertainment expenses. Lower values are better. |
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change in deals that received discounted prices. To qualify for change in deals that received discounted prices, the number of discounted deals last quarter must be at least 4. |
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change in rate of sales quota achieved. Higher values are better. |
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change in rate of opportunities that led to a meeting with an executive sponsor. Higher values are better. |
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change in average cycle time for lost deals. Lower values are better. |
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change in new referrals. Higher values are better. To qualify for change in new referrals, the number of new referrals last quarter must be at least 4. |
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change in converted referrals. Higher values are better. To qualify for change in converted referrals, the number of referral conversions last quarter must be at least 4. |
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change in return on employee investment. Higher values are better. |
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change in deals in pipeline. Higher values are better. To qualify for change in deals in pipeline, the number of deals in the pipeline last quarter must be at least 4. |
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change in retained accounts. Higher values are better. To qualify for change in retained accounts, the number of accounts retained last quarter must be at least 4. |
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change in up-sells. Higher values are better. To qualify for change in up-sells, the number of up-sells last quarter must be at least 4. |
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change in cross-sells. Higher values are better. To qualify for change in cross-sells, the number of cross-sells last quarter must be at least 4. |
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change in average discount amount. Lower values are better. |
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improved or maxed out on all calls measures (4 of these; each salesperson needs at least 3 with actual values to qualify). A 'yes' value is good. |
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got worse or bottomed out on all calls measures (4 of these; each salesperson needs at least 3 with actual values to qualify). A 'no' value is good. |