Each sales activity is measurable, and the challenge is often understanding what and how to track. Sales Analytics in Metric.ai helps to view and manage sales performance and clarity.
Sales Analytics calculates metrics for Leads, given the Leads Probability. Track core metrics to understand current statuses and indicators. Changing a Lead Probability will affect the recalculation of all Sales Metrics.
Measurements of sales can provide answers to some of the following questions:
- What will be the expected work capacity and workload throughout the next year?
- How much money will we make this year compared to previous years?
- What is the expected Revenue from the Lead compared to what we have already spent on it?
There are multiple types of Sales metrics in Metric.ai:
Sales Revenue is calculated from Forecasted Revenue, given the Leads Probability.
Sales Revenue = Forecasted Revenue * Lead Probability
For example, a Lead with $60,000.00 Forecasted Revenue and with 50% Probability has $30,000.00 Sales Revenue.
Sales Hours are calculated from Planned Hours and Requested Hours, given the Leads Probability.
Sales Hours = (Requested Hours + Planned Hours) * Lead Probability
Sales Billable Hours = (Requested Hours + Planned Billable Hours) * Lead Probability
For example, a Lead with 640h Planned Hours and with 50% Probability has 320h Sales Hours.
Sales Utilization = Sales Billable Hours / Capacity
Sales Cost is calculated from Cost, given the Leads Probability.
To learn more about the analytics view of Metric.ai, please see the Analytics overview help documentation.