CRM

Key performance indicators, sales pipeline metrics, and revenue formulas used to evaluate CRM efficiency, sales performance, and customer relationships.

13 metrics

CRM Systems & Referrals

Core frameworks, contract valuation metrics, and qualification methodologies for managing customer relationships and sales pipelines.

Metric		Description
Commission Payout Ratio		Percentage of total sales revenue or gross margin allocated as sales incentive payout
ACV (Annual Contract Value)		Average annualized revenue generated from a single customer agreement
BANT		Sales qualification methodology evaluating Budget, Authority, Need, and Timeline
MEDDIC		Enterprise sales qualification framework focusing on decision mechanics and economic value
SPICED Framework		Customer-centric sales methodology assessing Situation, Pain, Impact, Critical Event, and Decision
SPIN Selling		Consultative questioning model based on Situation, Problem, Implication, and Need-Payoff
Commercial Velocity		Daily rate at which open pipeline opportunities convert into realized commercial revenue
Total Contract Value (TCV)		Total commercial value generated by a customer agreement across its full committed lifespan

Sales Pipeline & Velocity

Conversion rate metrics and lead progression stages measuring sales funnel efficiency.

Metric		Description
Lead-to-Customer Conversion Rate		Percentage of total raw leads that successfully convert into paying customers
Lead-to-MQL Ratio		Proportion of raw leads that meet marketing qualification criteria
MQL (Marketing Qualified Lead)		Lead identified as high-intent based on marketing engagement and demographic fit
MQL-to-SQL Ratio		Percentage of Marketing Qualified Leads accepted and validated by the sales team
SQL (Sales Qualified Lead)		Prospect validated by sales as meeting budget, authority, need, and intent criteria

Build a Lean Business System with Small Business OS

Your complete Notion operating system to manage projects, clients, finances, and objectives in one place.

Explore Template