Sales Effectiveness Survey
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[Company Name] Pipeline [Date] A Opportunities B Opportunities C Opportunities Value Value Value Total Value $774,865 $2,796,830 $354,877 $3,926,572 Goal $3,500,000 Target Target Target Total Target $1,050,000 $2,100,000 $350,000 $3,500,000 Variance Variance Variance Total Variance ($275,135) $696,830 $4,877 $426,572 A Opportunities B Opportunities C Opportunities $26,865 23,000 725,000 555,678 1,825,400 415,752 22,000 15,723 317,154 $774,865 $2,796,830 $354,877 Total customer value $3,926,572 Duration (weeks) Weeks in pipeline 5.35 13.7 Meeting to conversion % Meeting to qualification opportunity % Qualification to sold % 26% 43% 60% Total customer meetings Total qualified Total sold 35 15 9 Tailspin Toys Total customer calls 50 Calls to conversion % 18% Activity breakdown Average deal size $436,286 Customer list Customer breakdown Proseware, Inc. A. Datum Corporation Margie's Travel The Phone Company Key performance indicators Fabrikam, Inc. Wingtip Toys Northwind Traders Coho Winery Bold numbers in white cells are entered by user. Model key Italic numbers in gray cells are calculations that generally should not be altered. Pipeline breakdown
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Transcript of Sales Effectiveness Survey
[Company Name]Pipeline
[Date]
A Opportunities B Opportunities C Opportunities
Value Value Value Total Value
$774,865 $2,796,830 $354,877 $3,926,572
Goal $3,500,000 Target Target Target Total Target
$1,050,000 $2,100,000 $350,000 $3,500,000
Variance Variance Variance Total Variance($275,135) $696,830 $4,877 $426,572
A Opportunities B Opportunities C Opportunities
$26,865
23,000
725,000
555,678
1,825,400
415,752
22,000
15,723
317,154
$774,865 $2,796,830 $354,877
Total customer value $3,926,572
Duration (weeks) Weeks in pipeline
5.35 13.7
Meeting to conversion %Meeting to qualification
opportunity %Qualification to sold %
26% 43% 60%
Total customer meetings Total qualified Total sold
35 15 9
Tailspin Toys
Total customer calls
50
Calls to conversion %
18%
Activity breakdown
Average deal size
$436,286
Customer list
Customer breakdown
Proseware, Inc.
A. Datum Corporation
Margie's Travel
The Phone Company
Key performance indicators
Fabrikam, Inc.
Wingtip Toys
Northwind Traders
Coho Winery
Bold numbers in white cells are entered by user.
Model key
Italic numbers in gray cells are calculations that generally should not be altered.
Pipeline breakdown
Sales effectiveness survey
Quota
Target Closed %
For year $3,500,000 $3,926,572
Number of deals 8 9
Weekly run rate (52 weeks) $67,308 $75,511
A Opportunities $1,050,000 $774,865 74%
B Opportunities $2,100,000 $2,796,830 133%
C Opportunities $350,000 $354,877 101%
Pipeline size (ongoing basis) $3,500,000 $3,926,572 112%
Average deal size $436,286
Average bill duration 5.35
Sales cycle
Sales calls converted 18%
Sales meetings converted 26%
Sales meetings qualified 43%
Qualified sales closed 60%
Averages
$436,286
60%
Average closed deals
Win/loss ratio
$1,050
$775
$2,100
$2,797
$350
$355
$0 $500 $1,000 $1,500 $2,000 $2,500 $3,000 $3,500 $4,000 $4,500
Thousands
$$
Actual vs. Target Pipeline to Yearly Quota
A Opportunities B Opportunities C Opportunities
Target
Actual
50 35 15 9
Sales Conversion per Opportunity
Sales Calls Sales Meetings Qualified Opportunities Closed Accounts
