SaaS Metrics Library — Page 6

This metrics tells you what percentage of sales reps are consistently hitting most of their sales goals.

Pipeline Conversion Rate measures the percentage of prospects or opportunity dollars that progress successfully through the sales pipeline and convert into paying customers.

Pipeline Coverage measures the ratio of the total value of open opportunities to the revenue target or quota.

Pipeline Creation measures how many new sales opportunities are being added to your sales pipeline over a specific period of time.

Pipeline Creation per Account Executive measures the rate at which new opportunities are generated per Account Executive.

Pipeline Creation per XDR measures the rate at which new opportunities are generated, on average, per XDR.

Pipeline Distribution refers to the allocation and distribution of opportunities or leads across different stages of the sales pipeline.

Pull in Rate measures the effectiveness of pulling deals forward in the sales pipeline, accelerating their movement toward closure.

Push Out Rate measures the frequency with which deals are delayed or pushed out in the sales pipeline.

Quota Attainment measures the percentage of the set sales targets that have been reached within a specific time period.

R&D Expenses as a Percentage of Revenue is a financial metric that reflects the proportion of a company’s total revenue allocated to research and development activities.

Revenue per Headcount is a simple measure of how much revenue each employee generates for a company.