sales-metrics
Sales Metrics
Frameworks for measuring and forecasting sales performance.
Leading vs Lagging Indicators
Leading Indicators (Predictive)
| Metric | Definition | Target Setting |
|---|---|---|
| MQLs | Marketing qualified leads | Based on conversion rates |
| SQLs | Sales qualified leads | MQL x MQL-to-SQL rate |
| Opportunities | Discovery completed | SQL × qualification rate |
| Pipeline | Weighted opportunity value | 3-4x quota coverage |
| Meetings Booked | First meetings scheduled | Based on rep capacity |
| Proposals Sent | Active evaluations | Based on demo-to-proposal rate |
Lagging Indicators (Results)
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