In this video quick answer, Tom Andrews, explains one Salesforce metric that can signal a red flag in your sales activity. Check out this 1-minute video, or read the full transcript below.
So how many accounts do we have with active, two-way, potentially profitable conversations? With that, are either very early-stage opportunities or relatively late-stage opportunities that are just getting towards the end of them.
And on these accounts, you can see in the bottom right-hand corner; I look at the activity in the last seven days and their last 30 days and based on the amount of activity. I use that as part of my risk-appetite when we go into forecasting.
So if I’m not seeing very much activity on a late-stage opportunity, it’s going to be a big red flag for me. Because really if you’re getting towards closing a deal, you kind of expect the communication with the client to go up, not down.
Want to see more tips on B2B Sales Metrics? Check out the full video of the webinar.