Як відстежувати ефективність продажів: 6 метрик, що мають значення

Протокол вирішення

1. 01

   The 6 metrics every sales team needs

   1. Win rate (deals closed won ÷ total closed). 2. Average deal size. 3. Sales cycle length. 4. Pipeline velocity (deal size × win rate ÷ cycle days). 5. Stage conversion rate (per stage). 6. Lead response time. These six tell you more than 30 activity metrics combined.

2. 02

   Set a weekly review cadence

   Monday: pipeline review (all deals, expected close this week). Wednesday: stuck-deal sweep (anything with no activity in 7+ days). Friday: metrics snapshot (compare this week to last week). Three meetings, 45 minutes total — the minimum viable sales rhythm.

3. 03

   Build forecast discipline

   Require every rep to tag deals with a commit/best-case/pipeline forecast category. Commit = closing this period, high confidence. Best Case = possible. Pipeline = in play. Roll up by rep, sum the commits, and compare against quota. Never forecast from 'gut feel'.