By Sean Farrell
Ghergich & Co.
Sean.F@Ghergich.com
Working with Salesforce

When it comes to sales analytics, what figures do you analyze? Do you just look at sales totals and call it good? Or do you dive deeper into what’s behind those figures and try to get to the bottom of what’s really influencing changes, either those that are positive or those that are negative?
    Well, you can start by making your sales analysis a little bit more complex. For example, how long does it take for a lead to move into the sold column – sometimes referred to as the days to close? If you can figure out how to tighten up that number, you’re going to be recognizing revenue more quickly. In order to really dive deep into sales figures, you also need to take a peek at the average contract value, especially when you think about how much that sales cost you and what your margins are. This graphic offers some insights.