How long does it take to close a deal?
Such a basic question. However surprisingly hard to calculate because opportunities follow non-linear paths (such as going backwards in stage) on their way to closing.
As you tune your sales playbook and increase your team’s efficiency, is your sales cycle getting faster?
Where are my veterans faster than my rookies?
Pivot by employee to see where different salespeople spend the most time when working a deal. This can yield coaching wins when one employee is much faster in a certain area and can share technique with the rest of the team.