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Sales KPIs
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Sales Cycle Length

Production Schedule Adherence

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Category:  
Strategic

The average time taken to convert a lead into a closed sale.

What it Measures ?

How long it takes to close a deal.

Relevant StakeHolders 

Sales Operations, Team Leaders, CRM Analysts

Why it Matters ?

Measures average time to close a sale, indicating sales efficiency.

In-depth Use Case / Real-world Example

A manufacturer of CNC machines measures the time from first contact to final sale. If it takes 60 days on average to close a deal, that’s the Sales Cycle Length. A shorter cycle means faster revenue realization and more efficient sales processes.

KPI Definition

Business Value

Movement Direction

Sample Formula

Average Time from Lead Creation to Deal Close

Should Aim For
1
2
3
Track Similar KPIs
Sales Administrative Time Percentage
Measures the proportion of a salesperson’s time spent on administrative tasks rather than direct selling activities.
Sales Team Utilization Rate
Measures the percentage of time a sales team spends actively engaging in sales activities.
Sales Cycle Efficiency
Measures the average time it takes to convert a lead into a closed sale.
Returned Orders Percentage
Measures the percentage of orders that are returned by customers.
Backorder Rate
Measures the percentage of orders that cannot be fulfilled due to stock shortages.
Contract Renewal Rate
Measures the percentage of contracts that are successfully renewed by existing customers.
Demo-to-Close Ratio
Measures the ratio of product demos given to closed deals.
Repeat Purchase Rate
Measures the percentage of customers who make additional purchases after their initial transaction.
Customer Complaint Resolution Time
Measures the average time taken to resolve customer complaints from the moment they are reported.
Order Fulfillment Accuracy
Measures the percentage of orders shipped without errors, such as incorrect products or quantities.
On-Time Delivery Rate
Measures the percentage of orders delivered on or before the promised delivery date.
Response Time to Customer Inquiries
Measures the average time it takes for a sales team to respond to customer inquiries.
First Contact Resolution Rate
Measures the percentage of customer inquiries or issues resolved during the first interaction.
Average Order Value (AOV)
Measures the average revenue generated per order, calculated by dividing total revenue by the number of orders.
Sales Training Completion Rate
Measures the percentage of sales reps who complete required training programs within a set timeframe.
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