Every VP of Sales has lived through the same quarterly ritual. The pipeline looks healthy. Coverage ratios check out. Reps are busy. And then the quarter closes at 72% of plan. The explanation is hiding in plain sight: pipeline volume is not pipeline quality, and pipeline quality is not pipeline efficiency. There is a metric that answers this with precision — velocity-weighted Expected Commercial Value. It measures dollars per day of sales effort.
Every VP of Sales has lived through the same quarterly ritual. The pipeline looks healthy. Coverage ratios check out. Reps are busy. And then the quarter closes at 72% of plan. The explanation is hiding in plain sight: pipeline volume is not pipeline quality, and pipeline quality is not pipeline efficiency. There is a metric that answers this with precision — velocity-weighted Expected Commercial Value. It measures dollars per day of sales effort.
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