销售速度: What It Is & How to Measure It

您是否去过面试，问您的潜在雇主销售指标they value most? That answer is probably, "Yes.“如果我问你是否曾经向面试官询问他们的销售速度怎么办？Yes" again, you already know how important this calculation is to understand the growth mindset and overall health of a sales organization.

如果您从来没有考虑过公司的销售速度，请花一点时间来掌握这个重要方程式 - raybet电子竞技并超越KPISto impress your manager or future manager the next time you meet.

So, what is sales velocity?

The results of the sales velocity equation reflect the health of the business, overalleffectiveness of the sales team, and where the team can increase sales productivity to positively impact revenue goals.

HubSpot Director of Sales Dan Tyre says, "Every sales manager lives in fear their销售管道is a bunch of fluff. In today's instant gratification world, uncovering a sense of urgency and establishing sales velocity is important because it uncovers a slow-moving or, even worse, stagnant pipe."

现在我们知道销售速度是多少，为什么它很重要，我们如何计算？

创建销售速度

为了准确计算组织的销售速度，首先要分开小型，市场和企业管道。您的公司可raybet电子竞技能对构成这些细分的每个细分市场有自己的细微差别定义，您应该相应地将它们划分。

一旦您分割了市场细分市场，就可以为每个市场运行一个销售速度方程式。

销售速度= Number of Opportunities x Deal Value x Win Rate / Length of Sales Cycle

来源：altify

The Four Factors of Sales Velocity

The four variables that comprise sales velocity are: Number of opportunities, average deal value, win rate, and length of sales cycle.您的CRM应该已经跟踪这些指标了。

让我们分解它们是什么以及如何使用它们来试用组织的计划和目标设定。

1. Number of Opportunities -您的管道总是包含一定数量的机会。确保他们qualified机会。如果您的管道装满了潜在客户不良的，只有少数实际上有关闭的机会，那么您的底线就会受到影响。为了提高销售速度，请考虑采购高质量的潜在客户 - 即使这意味着吸引较少的总线索。轮胎说：“最好看到机会出现然后终止，而不是一周又一周又疲倦的管道。”对于销售人员而言，不良的潜在客户是生活的事实，但是从中继续前进，很快就会使您的销售速度和收入受益。
2. 赢/转换率 -您的平均获胜率与您的质量线索相关。要确定您的获胜率，请将赢得的销售量除以销售机会总数。通过捕获和培育高质量的机会（例如推荐人或已经表现出高度购买的潜在客户）来提高您的胜利率。
3. Deal Value (average deal size) -Every deal requires both parties' most valuable resource: time. Make sure you're maximizing this resource for your prospect and yourself by introducing offers or add-ons to make your prospect's life better while increasing your average deal value and increasing your sales velocity. Never force a product or service on a buyer who doesn't need it -- that's a recipe for losing prospects and churning new customers.
4. Length of Sales Cycle (measured in months) -这是您不想增加的唯一销售速度因素。创建更有效的销售流程，重新定义您的销售剧本, and sometimes adding headcount to your sales team are all ways to shorten your average sales cycle and close more quality deals faster.

销售速度最佳实践

首先，如果您的销售速度方程式的结果表明需要提高销售效果，以增加机会的数量，平均交易价值和/或获胜率。

一般来说, you can suffer a little from the numbers above the line and still run a successful sales organization. When you have a problem with the length of your sales cycle, however, your business may suffer.

Dan Tyre explains, "I worked with a portfolio company that had a big, fat pipeline going into the last quarter of the year. But we quickly saw that we were in trouble when none of the deals were progressing to the evaluation stage."

他继续说：“不仔细考虑到从机会到演示到价格谈判的机会多快到合同的速度确实伤害了我们。”拥有计算出的销售速度可以帮助这样的公司，以使其更长的销售周期，并分析如何缩短其前进。

第二,你分析的时间越长,the better. Measure the sales velocity of at least a quarter and as much as six months to one year. This extended sample period accounts for variables such as seasonality or an unusually long deal.

Third, keep your variables and definitions consistent while calculating sales velocity. For example, when do you consider a lead to be a quality opportunity? Does it start when a lead fills out a specific form? Is it when they read a specific blog post on your site? Or is it not until they've scheduled their first phone call? Define these criteria early and keep it consistent when measuring sales velocity.

折扣如何影响销售速度

Discounts aren't always the answer to increasing revenue, but by offering your prospects incentives to close earlier, you might decrease the length of your sales cycle which can positively affect your sales velocity.

Make sure your reps are训练有素on how to use discounts to benefit deals instead of stunting your company's growth and serving as a crutch to struggling sales teams.

健康的管道或更大的销售团队不足以使组织成长 - 实际上，它可能会产生相反的效果。衡量您的销售速度，知道结果的含义，并具有可行的步骤以快速改进。