A sales process only becomes steerable once you measure it. This article belongs to layer 3 of the sales-process guide – “measurable data” – and describes the metrics you use to run the process: what each says, why it matters, and honestly: whether you reach it with teamspace and via which analysis.
Important: Metrics are not an end in themselves. At each maturity level, pick only the two or three that genuinely help you right now. A forecast is worthless if nobody maintains the probabilities – the metric is only as good as the data entry actually practised (layer 5).
Three dimensions, three questions
Sales metrics fall into three perspectives – each answers a different question:
- Pipeline (future): Is what we are building up enough for the coming months?
- Closing (past): How well do we turn opportunities into orders?
- Activities (present): Are we actively looking after the right people?
Pipeline – the future
| Metric | What it says | With teamspace? |
|---|---|---|
| Pipeline value | Sum of the target values of all open opportunities – the maximum volume currently in play. | ✅ Direct – the list of sales opportunities, filtered to Open, with the statistics of the filtered values. |
| Weighted forecast | Sum of the current values (target value × probability) – the mathematically expected pipeline. | ✅ Direct – teamspace calculates the current value per opportunity automatically; the sales-opportunity analysis totals it. |
| Revenue coverage | Does the weighted pipeline cover the revenue needed for the coming months? | ⚠️ With context – teamspace delivers the pipeline figure; you set the requirement (target) alongside it. |
How the current value arises is explained in Understand the sales funnel, stage and CRM status; the analysis itself is shown in Analyse sales opportunities.
Closing – the past
| Metric | What it says | With teamspace? |
|---|---|---|
| Win rate | Share of won opportunities (Ordered) among all closed ones – how well you sell. | ✅ Direct – the sales-opportunity analysis by stage and CRM status; won (Ordered) against lost (Rejected). |
| Conversion per stage transition | At which funnel transition most opportunities are lost – the biggest lever. | ⚠️ With analysis – discernible via the CRM analysis over time; depending on the installation, some interpretation is needed. |
| Loss reasons | Why opportunities are lost (Rejected, Dormant, Junk data). | ✅ Direct – the CRM status separates the reasons cleanly, provided it is maintained when closing. |
Lever: A few points’ better rate at the weakest transition often moves more than twice as many new enquiries that then trickle away again. That is why conversion per stage is worth more than the overall rate.
Activities – the present
| Metric | What it says | With teamspace? |
|---|---|---|
| Opportunities without a next activity | Open opportunities with no planned next step – this is where money is left lying. | ✅ With setup – via follow-ups and a warning when an opportunity stalls. |
| Activities per employee | How actively the team works on contacts and opportunities. | ✅ Direct – the activity analysis in the CRM & sales reports counts the documented activities. |
| Last & next contact with VIPs | Whether important customers slip out of view – when you last spoke and when next. | ✅ Direct – the My VIPs tile lists your VIP contacts with the columns Last activity (last contact) and Last activity follow-up (next planned contact). |
In short: what teamspace delivers – and what you contribute
- Straight from the system: pipeline value, weighted forecast, win rate, loss reasons, activities per employee, and last and next contact with VIPs (the My VIPs tile). These figures arise automatically once opportunities and activities are maintained.
- With a little setup: opportunities without a next activity (warning system), conversion per stage transition (read the analysis).
- With context from you: revenue coverage and every target – teamspace delivers the actual, you bring the target.
The common thread stays the same: the metrics are as reliable as the data the team enters. As maturity rises, single figures turn into automatic analyses, forecast and reminders – see the maturity levels in the guide.
Related topics
- The sales process in teamspace Sales process Introduction
- Analyse sales opportunities Sales opportunities How-to
- CRM & sales reports Controlling How-to
- Sales process on teamspace.de