Activated New Business Value

This metric is used in order to calculate the value of new business contracts, over a specified period of time. It’s as simple as this, whenever you land on a new business contract, your company benefits from it. This is why a general goal for most companies is to optimize their number of business contracts…. Read more »

Sales Metrics
Adjusted Trial Rate

For example, let’s say that you plan on selling a product or a service that you haven’t launched yet in the market. In order to determine its likeness, you will most likely have to rely on the Adjusted Trial Rate metric. When coming up with a trial for one of your products or services, you… Read more »

Sales Metrics
Average Profit Margin

As a business owner, it is utterly mandatory to turn to mathematics and formulas in order to track your financial operations. Categorically, there’s no way in which you can assess whether your business is successful or not without being fully aware of the relationship between the investments made and the revenue generated. This brings us… Read more »

Sales Metrics
Average Purchase Value

When talking about the Average Purchase Value, it is referred to the average sales value of each processed sales transaction. Basically, it shows you what’s the average amount that is currently spent on one of your products or services, in an individual transaction. Depending on, for example, the length of the average contract or your… Read more »

Sales Metrics
Cannibalization Rate in Sales and Marketing

If you own a business, you already know the impact certain products have on customers compared to others. At the same time, you know how new products can receive more attention compared to older ones, which will decrease in attention. Well, there is a thing called the cannibalization rate, and it is meant to calculate… Read more »

Sales Metrics
Channel Margin

The Channel Margin is a pretty easy to understand metric – basically, it’s the difference between the price a manufacturer has on its product and the price a consumer is paying for that product. But, before getting into more details about the Channel Margin, we have to go through the entire process that has this… Read more »

Sales Metrics
Conversation to Appointment Rate

After prospecting for potential customers for the products/ services of your business, your sales team will most likely have a conversation with those customers – either via e-mail, phone call, or face-to-face. After this conversation ends, the sales team will be given one of the two available answers by the potential customer – namely, that… Read more »

Sales Metrics
Coupon Conversion

Coupons are a customer’s dream since they allow them to buy a certain product at a lower price. In the eyes of a small business, this might seem like a black hole which might cause them to lose revenue – but in the long run, the effect might be entirely different. You just need to… Read more »

Sales Metrics
Customer Acquisition

As soon as you start your own business, either it’s selling a product or a service, you and the rest of the team that’s handling it will set the business’ growth goals. Basically, you want the sales to increase over time – and, naturally, you can’t rely on the same old customers to buy more… Read more »

Sales Metrics
First Appointment to Sales Ratio

Another metric that has been proven to be quite valuable for both staff managers and employees is the first appointment to sales ratio. What is its purpose, though? By using this formula, you can keep track of the number of sales appointments that reach the next stage in the sales funnel. It’s true that having… Read more »

Sales Metrics