Timeline Score
Evaluates deal alignment with ideal customer profile.
The Timeline Score evaluates how well a deal adheres to expected timelines, highlighting efficiency and urgency in handling the deal. It considers factors like the age of the deal, the number of times the close date has been pushed, and dates of planned and completed meetings and tasks. This score helps identify potential delays or bottlenecks in the sales process, ensuring timely progress and accurate forecasting.
Following score criteria we would recommend you to start with, when analysing the time aspect of your deal progress.
Deal Age
- What it is: Measures the age of the deal from the creation date to the current date or close date. Calculated as the difference in days.
- Why it's important: Understanding how long a deal stays in a particular stage can help identify bottlenecks and inefficiencies in the sales process.
- How is it calculated: Difference between close date of a deal, if deal is closed and now. Otherwise is a difference between create date of a deal and now.
- How to improve:
- Monitor deals regularly to ensure they progress through stages in a timely manner.
- Identify and address any roadblocks causing delays.
- Use automated reminders and follow-ups to keep the deal moving.
- Technical Name: deal_age_days
Number Close Date Pushed
- What it is: Counts the number of times the close date has been changed.
- Why it's important: Frequent changes to the close date can indicate issues with deal progress and forecasting accuracy.
- How is it calculated: Count how many times close won date was changed. If there is no close won date by default added, it must be added manually.
- How to improve:
- Set realistic close dates based on historical data and deal complexity.
- Regularly review and adjust close dates as needed to maintain accuracy.
- Communicate clearly with the client to set and manage expectations.
- Technical Name: number_closed_date_pushed
Next Meeting Start Time
- What it is: Tracks the date of the next planned meeting.
- Why it's important: A scheduled next meeting shows ongoing engagement and a clear next step in the sales process.
- How is it calculated: Is the next date of a meeting with status scheduled or rescheduled.
- How to improve:
- Ensure each meeting ends with a clear plan and scheduled next steps.
- Follow up promptly to confirm the next meeting date with the client.
- Use calendar invites and reminders to avoid missed meetings.
- Technical Name: next_meeting_start_time
Last Meeting Start Time
- What it is: Records the date of the last completed meeting.
- Why it's important: Knowing the last interaction date helps in understanding the recency of engagement and maintaining momentum.
- How is it calculated: Is the last date of a meeting with status completed.
- How to improve:
- Keep track of completed meetings and follow up within a reasonable timeframe.
- Maintain consistent communication between meetings to keep the deal active.
- Use meeting notes to plan follow-up actions and next steps.
- Technical Name: last_meeting_start_time
Next Task Due Time
- What it is: Tracks the date of the next planned task.
- Why it's important: Having future tasks planned indicates ongoing activity and structured follow-up, which is essential for deal progression.
- How is it calculated: Is the next date of an uncompleted task.
- How to improve:
- Ensure tasks are assigned with clear deadlines and responsibilities.
- Regularly review task lists to prioritize and adjust as needed.
- Use task management tools to track progress and ensure completion.
- Technical Name: next_task_due_time
Number Amount Changed
- What it is: Tracks how often the deal amount has been changed.
- Why it's important: Frequent changes to the deal amount can indicate instability or negotiation difficulties, which might affect the deal's health.
- How is it calculated: Count rows where the property is equal to "amount" and subtract 1 (since the first change sets the initial value). If this number is less than 0 or null (when the amount was not set at all), the value of the quantity of amount changes is set to 0.
- How to improve:
- Set initial amounts carefully based on thorough research and discussions.
- Review and confirm amounts with stakeholders before making changes.
- Technical Name: number_amount_changed
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Last updated on May 23, 2024