---
title: "Sales Metrics"
type: doc
evidence_type: method
category: "Measuring Metrics"
publisher: "LeanScale"
date_modified: 2023-10-03
word_count: 206
topics: ["forecasting", "revenue-operations"]
canonical_url: https://knowledge.leanscale.team/docs/measuring-metrics-sales-metrics/
source: "LeanScale Knowledge Hub — https://knowledge.leanscale.team"
license: "Free to quote and cite with attribution to LeanScale."
---

# Sales Metrics

**Evidence type:** method (what we prescribe)

Six metrics carry most sales decisions: bookings to plan, sales cycle and conversion rates, weighted pipeline forecast and coverage, pipeline created, win-loss analysis, and pipeline development over time. Each should be segmented by company, territory, and individual rather than read at the aggregate.

### 1. Bookings to Plan

* Definition: The value of signed contracts, representing expected revenue.
* Segments: Company level, territories/regions, individual goals.
* Importance: Key performance indicator reflecting business goals.

### 2. Sales Cycle and Conversion Rates

* Definition: Time and percentage of conversion from sales qualified lead to closed opportunity.
* Segments: The stages between a sales qualified lead and a closed deal.
* Importance: Informs marketing team's sales qualified lead goals and planning.

### 3. Weighted Pipeline Forecast and Coverage

* What is it? A predictive measure of whether we’ll hit our bookings target, calculated by applying weights to open opportunities based on stage, qualification, and deal health.
* Segments: Opportunities in the system with weights assigned.
* Significance: Aids in the assessment of progress towards our booking goals.

### 4. Pipeline Created

* Definition: Measures the speed of generating new sales qualified leads.
* Segments: By rep, lead source.
* Importance: Ensures enough pipeline coverage and evaluates lead source performance.

### 5. Win-Loss Analysis

* Definition: The examination of opportunities that were not secured, to pinpoint the reasons behind the outcome.
* Segments: Lost opportunities.
* Importance: Provides insights for improving sales strategies and product offerings.

### 6. Pipeline Development Over Time

* Definition: Compares pipeline changes over time, such as month-to-month or quarter-to-quarter.
* Segments: Time increments.
* Importance: Identifies trends and patterns in pipeline movement.

## Canonical

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