revenue intelligence metrics?
Revenue intelligence tools constantly monitor sales metrics and kpisopens in a new window that show whether you’re moving closer or farther away from your quota (if you’re a rep) or your sales forecast (if you’re a sales leader). Based on how you’re performing against metrics, revenue intelligence then serves up insights that spur the sales team into action before quotas and forecasts are missed.
Here are key metrics that shape insights in a revenue intelligence tool:
revenue metrics: these describe
the health of your pipeline. They include deal velocity (how fast your team sells) and open pipeline (how much quota you have remaining to close).
Forecast metrics: these compare your current sales performance against past performance, surfacing trends about how your pipeline is progressing over time. Understanding these trends helps you determine why your pipeline is going up or down.
Deal metrics: these describe individual deal health, and are often supplemented by ai predictions of whether a deal is likely to stall, close, or be pushed. An advanced revenue intelligence tool (ahem) can also america phone number list study the whitespace opportunity in a rep’s active deals, and make recommendations about which customers might be up for an upsellopens in a new window or cross-
sellopens in a new window.
Rep performance insights. These appear in up-to-date reports for teams and individuals. With metrics like win rate, days to close, and average sales size. This helps managers and leaders coach underperformers and reward high-performers to drive consistent quota attainment.
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How can revenue intelligence software help?
Revenue intelligence software is your escape route out of intuition-based sales. Many customers have told me they’ve been selling by going with their gut and forecasting based on how they feel — and they even with your leadership want out. Here’s a preview of how this software works in salesforce:
trends and predictions improve forecast accuracy
this shows how you’re trending in every metric that affects your sales forecast (for example, sales cycle speed, commit numbers, and individual performance). Advanced tools, like revenue intelligence from sales cloud, also surface stalled deals that are putting your forecast at risk because of blockers and offer recommended actions to get them back on track.
Dashboard view showing revenue trends
what-if modeling shows the impacts of changes
a commit calculator within the crm helps sales leaders set a revenue goal, then measure the impacts of adding or removing deals from the pipeline. This helps you adapt to last-minute changes in the pipeline email leads database while still reaching your targets. For example, if a large deal falls through, you know it’s time to act and find new opportunities to close the gap. You can also estimate the impact that a last-minute opportunity would have on your pipeline based on historic trends.