The Guide to Sales Metrics: 3 pipeline metrics every sales leader should be measuring

Using metrics effectively ensures that decisions for sales investment are based on
specific issues, not broad themes.

In this eBook we'll be exploring the three sales pipeline metrics
every sales leader should be measuring:

Funnel Conversion Rate, Stage Tenancy, Stage Discounting

We'll be using a case study to demonstrate exactly how you can start measuring these metrics in your role.

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What do you get in your eBook?


In this eBook we'll be exploring the three sales pipeline metrics every sales leader should be measuring:

funnel conversion rate
Funnel Conversion Rate


Funnel conversion rate calculates the proportion of opportunities that make it from one stage in the sales process to the next. Typically, analysing the worst stage conversion rate is the most effective route to higher win rates.

Stage tenancy
Stage Tenancy


Stage tenancy indicates the sales stages that salespeople spend most time in. Identifying the slowest stages will open up opportunities for sales enablement that can improve sales cycles by focusing on key bottlenecks.

Stage discounting
Stage Discounting


Stage discounting catches the part of the sales process where salespeople discount most. Understanding why discounting happens at specific points is crucial for effective coaching, processes, and sales enablement.

About us

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At Kluster, we come to work every day because we want to make you and your business grow faster. It’s no secret that without intelligence, data is nothing. We believe that growing sales teams have the right to advanced mathematical models otherwise only seen in city firms and academia. Put simply, we want to shine the light on your CRM data so you can take your innovations to market faster. That’s why we’ve put our heads together with our growing community of Sales and Sales Operations leaders to create the smartest sales analytics platform. Finally, the tool kit to engineer for growth is here.

What's inside?

Chapter 1 Introduction
Chapter 2 Funnel Conversion Rate
Chapter 3 Sales Tenancy
Chapter 4 Stage Discounting