Sales Velocity: Track It, Then Floor It!

The sales division of a manufacturer is working 300 sales opportunities, each averaging $12.5 million in value. The win rate is 8% and the average sales cycle is 30 days.

This sounds like details for a good GMAT question, but the stakes here are real.

What’s at stake? A metric called sales velocity – the increasingly critical measure of how much revenue a company is generating, and how fast.

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August 28, 2015

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