What are the Key Metrics You Need to Measure for GTM

Funnel‍

• Lead through Active (Should show volume, stage to stage conversion and overall conversion)
• MQL to Close Won (Snapshot of last month
• Stages:
• MQL
• SQL
• Demo
• Proposal - Negotiation
• Closed Won
• Active
• Splits (volumes and conversion rates)
• Closed vs All
• Closed: Excludes deals still in the pipeline
• Lead source
• Segment by complexity
• Net new vs existing
• Size
• Estimate versus actual (3 & 6 month look back)
• By rep

‍Total Volumes

‍- Volume (trend over time: WoW, MoM, QoQ, same period previous year)

• Filters
• All (Open & Closed)
• Closed (Closed Won/Lost & DQ)
• Types
• MQL volume - SQL volume
• CW volume
• Active volume
• MQL-SQL conversion %
• MQL-CW conversion %
• MQL-Active conversion %
• Splits
• WoW
• MoM
• Vs Target
• Lead source
• By rep
• Make it possible to select which conversion rate is plotted over time
• One line per rep
• Average sales cycle
• Lead source
• Segment by complexity
• Net new vs existing
• Size - By rep
• Average order value
• Lead source
• Segment by complexity
• Net new vs existing
• Size
• By rep

‍Performance Management

‍- Staff, stack ranked

• Volumes
• Conversion rates
• Horse race chart
• Based on the number of closed wins
• Other data
• Number of touches per closed won/lost
• Average number of touches per opp by rep
• Total number of activities vs closed wins (correlation)
• Regression?
• Seniority of primary contact vs close rate - Meeting show rate (does your scheduled meeting attend the meeting)
• Booked # of days out
• By rep/bdr
• Rep capacity
• Point in time analysis

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Originally posted on edwinabl.com.