1. Other Selling Activities
Time Spent Selling
Maximize selling time, minimize admin time.
10%
Non-selling Travel 3%
Training
10%
Internal Meetings
38%
Customer Contact
29%
Administrative
17%
Other Selling Activities
OpsPanda | Sales Ops Metrics Handbook

2. Improvement on Lead Conversion
Lead Response Time
Faster response times leads to higher conversion rates.
391%
Improvement on Lead Conversion
160%
98%
62%
36%
24%
17%
1 minute
2 minutes
3 minutes
30 minutes
1 hour
5 hours
24 hours
OpsPanda | Sales Ops Metrics Handbook

3. Average Sales Cycle How long does it takes reps to close deals?
100 75
Above average reps
Average Sales Cycle 50 25
Reps
OpsPanda | Sales Ops Metrics Handbook

4. Weighted and Gross Pipeline
Do we have enough fuel to make the quarter?
STAGE 1: QUALIFICATION
10%
$120k
STAGE 2: DISCOVERY
25%
$1,322k
STAGE 3: VALIDATION
50%
Weighted Pipeline $8.8M
$3,580k
STAGE 4: PROPOSAL
75%
$3,060k
WON
$750k
Gross Pipeline $18.4M
OpsPanda | Sales Ops Metrics Handbook

5. Magic Number = Greater than 1x signals a profitable model.
(Quarterly Revenue Start of Q1 – Quarterly Revenue End of Q1) x4
Q1 Sales and Marketing Spend =
Magic Number
OpsPanda | Sales Ops Metrics Handbook

6. Forecast Accuracy Strive for continuous forecasting improvement. -3%
+12%
% forecast
missed by
+5%
$4.1k
$4.0M
-10%
$3.3M
Actual
$3.0M
Forecast
FY’16 Q3
FY’16 Q4
FY’17 Q1
FY‘17 Q2
OpsPanda | Sales Ops Metrics Handbook

7. Pipeline Efficiency
Which reps are best at managing their pipeline deals?
40%
50%
66%
83%
90%
Stage 1 2 3 4 5
Won
OpsPanda | Sales Ops Metrics Handbook

8. Closed Won Opportunities Total Opportunities Won or Lost + Closed Lost
Win Rate
Which reps are the best closers (or not)?
Closed Won Opportunities
Total Opportunities Won or Lost + Closed Lost =
Win Rate
OpsPanda | Sales Ops Metrics Handbook

9. Average Deal Size Are deal sizes growing or shrinking over time? $42k
FY’16 Q3
FY’16 Q4
FY’17 Q1
FY‘17 Q2
OpsPanda | Sales Ops Metrics Handbook

10. Prospecting Pace #meetings set per quarter. Rep1 Rep2 Rep3 Rep4 Rep540 80
OpsPanda | Sales Ops Metrics Handbook