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Get to Know Sales Analytics Data Terminology
To make the best use of Sales Analytics, it’s helpful to understand the metrics and terms used in the app.
| Metric/Term | Formula | Description/Notes |
|---|---|---|
| Closed Won | Number of opportunities that have been closed and won. | |
| Closed Lost | Number of opportunities that have been closed and lost. | |
| Closed Total | Closed Won + Closed Lost | Total number of opportunities that have been closed. |
| Quota | Amount that was planned/committed/targeted for a certain time period. | |
| Quota Attainment | Closed Won / Quota | How much of the quota has been achieved. |
| Expected to Close | Many | Can use Forecast Category or Stage Name to calculate. |
| Forecast | Closed Won + Expected to Close | Amount that is expected/outlooked to end at for a time period. |
| Forecast to Quota | Forecast / Quota | Ratio of forecast to quota. |
| Need to Close | Quota - Closed Won | Amount needed to hit quota. |
| Need to Find | Quota - Forecast | Amount needed to hit quota, after accounting for opportunities expected to close in the future. |
| Open Pipe | Total number of open opportunities in the pipeline, where Forecast Category does not equal Closed or Omitted. | |
| Open Pipe Coverage | Open Pipe / Need to Close | How much in pipe to cover what is needed to close. |
| Bookings | Number of Closed Won opportunities for new business. | |
| Diff | This Year - Last Year | Difference between two items. |
| Y / Y % | (This Year / Last Year) - 1 | Year-over-year growth rate. |
| Avg Selling Price | Total Amount ($) / Total Count (#) | Average selling price for Opportunities, Products, and so on. |
| Avg Win Rate by $ | Closed Won / Closed Total | Success rate on closed opportunities, based on amount ($). |
| Avg Win Rate by # | Closed Won / Closed Total | Success rate on closed opportunities, based on count (#). |
| Avg Sale Cycle | Closed Date - Created Date | How long it took to close the deal. |
| Avg Discount % | abs ( (Selling Price / List Price)-1 ) | How much was reduced from what was listed. |
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