Tracking Average Sales Cycle Duration
Problem: Identifying slow performance or prioritizing opportunities
In Salesforce, reports can be generated to identify the average amount of time it takes to close business for different sales reps, across different territories and business segments, or even for individual accounts. However, it is more challenging to have those analytics as fields on records, which can be used to drive processes, and send alerts or notifications when necessary.
For example, Anne is head of sales at a small, but quickly growing company. She has limited sales resources, and the company does not yet have a Salesforce Admin. Her current team closes sales two months on average from the time the opportunity is created until the time it is marked closed won. She is worried that she will not be able to track which members of her team (or which industries or accounts) are taking longer than the team’s average time to close. Anne needs to quickly identify any trends in her team’s performance so that she can intervene with any necessary training. Or she may want to prioritize certain Opportunities over others to get quicker wins. That's why we built Sales Performance Intelligence, Account Performance Intelligence, and Territory & Segmentation Intelligence analytic packs for the Data Analysis Helper app.
Solution: Measuring close time metrics
Sales Performance Intelligence provides pre-built analytics on the average close time at the organizational and sales representative levels. It also breaks it down further to show the average time it takes to close Cases or Tasks. Territory and Segmentation Intelligence will also show the average time it takes to close for different territories or business segments, providing the chance to reallocate resources toward better opportunities. Account Performance Intelligence similarly analyzes close time metrics on individual accounts, also offering insights into optimizing sales activities.
You can easily customize the field to calculate time for only closed won sales, closed lost deals, or both. Sales managers can also be notified if any deals are taking longer to finalize than is acceptable. Now Anne will be able to coach salespeople and prioritize various sales Opportunities, when necessary, preventing deals from being lost and speeding up the sales cycle.
Want to see how Data Analysis Helper analytic packs can help your sales team?
|Tracking and Acting on Changes to Sales Win Rates||Data Analysis Helper Use Case Library||Measuring Time Spent on Customer Interactions and Cases|