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What are the Key Metrics You Need to Measure for GTM
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Funnel
- Lead through Active (Should show volume, stage to stage conversion and overall conversion)
- MQL to Close Won (Snapshot of last month
- Stages:
- MQL
- SQL
- Demo
- Proposal
- Negotiation
- Closed Won
- Active
- Splits (volumes and conversion rates)
- Closed vs All
- Closed: Excludes deals still in the pipeline
- Lead source
- Segment by complexity
- Net new vs existing
- Size
- Estimate versus actual (3 & 6 month look back)
- By rep
Total Volumes
- Volume (trend over time: WoW, MoM, QoQ, same period previous year)
- Filters
- All (Open & Closed)
- Closed (Closed Won/Lost & DQ)
- Types
- MQL volume
- SQL volume
- CW volume
- Active volume
- MQL-SQL conversion %
- MQL-CW conversion %
- MQL-Active conversion %
- Splits
- WoW
- MoM
- Vs Target
- Lead source
- By rep
- Make it possible to select which conversion rate is plotted over time
- One line per rep
- Average sales cycle
- Lead source
- Segment by complexity
- Net new vs existing
- Size
- By rep
- Average order value
- Lead source
- Segment by complexity
- Net new vs existing
- Size
- By rep
Performance Management
- Staff, stack ranked
- Volumes
- Conversion rates
- Horse race chart
- Based on the number of closed wins
- Other data
- Number of touches per closed won/lost
- Average number of touches per opp by rep
- Total number of activities vs closed wins (correlation)
- Regression?
- Seniority of primary contact vs close rate
- Meeting show rate (does your scheduled meeting attend the meeting)
- Booked # of days out
- By rep/bdr
- Rep capacity
- Point in time analysis
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