In the Sales Performance dashboard you track how your pipeline flows from lead to contract and where it stalls. There are two versions of this dashboard: one for events and one for events created from event opportunities. This dashboard is a part of Momentus Analytics. For more about Analytics, see About Momentus Analytics.
This table describes how the standard Sales Funnel dashboard is populated with data. A detailed data glossary (including formulas, table names, and column names as applicable) is available on the dashboard in Analytics.
| Metric | Description | Calculation Method | Dimensions |
|---|---|---|---|
| Sales Pipeline Conversion Rate | Conversion rate of leads to bookings | (Number of Bookings / Number of Leads) * 100 | Lead Source, Event Type, Genre |
| Lead Response Time | Average time to respond to new leads | Average Time to First Response | Lead Source, Event Type, Genre |
| Win/Loss Ratio | Ratio of won deals to lost deals | Number of won deals / Number of lost deals | Time period, team member |
| Opportunity Stage Duration | Average time spent in each stage of the funnel | Average days in each sales stage | Sales stage, team member |
| Number of leads, opportunities, and closed deals | Counts of leads, opportunities, and closed deals | Count of each metric | Sales stage, team member |
| Average deal size and sales cycle length | Average size of deals and length of sales cycle | Average deal amount, Average days from lead to close | Time period, event type |
| Repeat booking rates | Rate of repeat bookings | (Number of repeat bookings / Total bookings) * 100 | Customer segment, time period |
| Total Pipeline Value | Total value of the open pipeline | Sum of value of open opportunities | Opportunity Type, Sales Person, Time Period |
| Win Likelihood | Likelihood of closing open opportunities | Probability of win * total value of opportunities | Opportunity Type, Sales Person, Time Period |
| Quota Achievement | Total sales against the quota | Sales revenue / Sales quota * 100 | Sales Person, Time Period, Quota Type |
| Average Deal Size | Average size of each deal closed | Total revenue from deals / Number of deals | Sales Person, Time Period, Deal Type |
| Stage Conversion % | Percentage of leads moving through each stage | Stage leads / Total leads * 100 | Sales Stage, Time Period, Sales Person |
| Average Stage Duration | Average time leads spend in each stage of the funnel | Total days spent in stage / Total number of leads in stage | Sales Stage, Time Period, Sales Person |