Pipeline Management & Deal Execution
Sales Dashboard
The sales dashboard tells you whether the team will hit the number. It tracks pipeline health, deal progression, and rep productivity across every stage of the selling motion.
Pipeline Health
Is there enough pipeline, and is it progressing at the right pace?
- Pipeline CoverageMetric
The ratio of total pipeline value to quota (e.g., 3x coverage means $3M in pipeline for every $1M in quota). Indicates whether there is enough opportunity to hit target.
- Pipeline VelocityMetric
How fast deals move through the pipeline. Calculated as: (number of opportunities x average deal size x win rate) / sales cycle length.
- Weighted PipelineFramework
A forecasting method that multiplies each deal's value by its probability of closing based on stage. A $100K deal at 40% probability contributes $40K to the weighted forecast.
- Sales Cycle LengthMetric
The average number of days from opportunity creation to closed-won.
Deal Execution
How effectively are reps converting pipeline to revenue?
- Win RateMetric
The percentage of qualified opportunities that result in a closed-won deal.
- SQL-to-Close RateMetric
The percentage of Sales Qualified Leads that convert to closed-won deals. Measures the effectiveness of the sales process after marketing handoff.
- ASP (Average Selling Price)Metric
The average deal size across closed-won opportunities in a given period.
- BookingsMetric
The total value of new contracts signed in a period, including new business, renewals, and expansions. Distinct from revenue, which is recognized over the contract term.
Rep Productivity
Are reps ramped and executing at the expected activity levels?
- Quota AttainmentMetric
The percentage of a rep's or team's sales target achieved in a period. A core performance metric.
- Ramp TimeMetric
The number of months it takes a new sales hire to reach full quota productivity.
- Activity MetricsMetric
The quantitative inputs (calls, emails, meetings, demos) that leading indicators suggest will produce pipeline and revenue outputs.
- Lead Response TimeMetric
The average time between an inbound lead submission and the first sales outreach. Research shows response within 5 minutes increases qualification rates by 10x.
Other Dashboards