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How well do typical KPIs around deal progression capture potential bottlenecks in the sales pipeline, and what are some effective strategies to accelerate the sales cycle across different customer segments?

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4 Answers
Sales KPIs
  1. Katie Walsh
    Katie Walsh

    HubSpot Director of Sales • 7mo

    Typical KPIs like stage conversion rates, deal velocity, and pipeline coverage are useful signals, but they don’t always reveal why deals are slowing down and tend to be a lagging indicator. For example, a high volume of deals stuck in discovery might look like a stage conversion issue, but the real bottleneck could be reps not uncovering impact or not multithreading with the right personas. KPIs show where friction is, but not always the root cause.In SMB: Simplify the buying experience, remove ...Read More

    1,581 Views
  2. Scott Barton
    Scott Barton

    Bluevine Head of Sales, Lending & Credit • 7mo

    Bottlenecks can typically be identified by your conversion rates within your pipeline. First, you should map our your buying stages. Typically this starts with Stage 0 (a meeting has been set) to maybe stage 7 or 8 (closed won). Most companies have the same stages across all customer segments. Once this is defined, you can start to measure how many leads are making it through. For example, most companies want at least 30% of their stage 0 opportunities to move to stage 1. If you're below this or ...Read More

    1,170 Views
  3. Yusuf Bulan
    Yusuf Bulan

    HubSpot Director Sales DACH • 1y

    KPIs around deal progression can help to identify trends in sales duration, close rate and similar. So changes in the typical pipeline coverage needed can be observed early on. This will be a leading indicator for pipeline gaps and can trigger required actions.

    Effective sales strategies can include multi-threading and broader stakeholder management. If there is a shift in buying personas this should also be identified and addressed.

    1,004 Views
  4. Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    KPIs that are looking at the length of a sales cycle can identify bottlenecks in the pipeline and highlight opportunities that have been in the pipeline for too long. For example, an opportunity that has been in the pipeline for over 90 days could suggest a lower win rate if your average sales cycle is usually 30 days. From there, you can then dig further in to specific opportunities to understand whether the opportunity has been properly qualified or genuinely will take longer to close, as the ...Read More

    1,122 Views

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