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Sales Cycle Time
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Sales
What is Sales Cycle Time?
In general, the sales cycle length is simply the total number of days it takes for a deal to close (i.e., creation of the opportunity to the successful closing of the opportunity), divided by the total number of closed deals in that period. The time period you use to assess sales cycle length may need to align with the way you track revenue.
Sales Cycle Time Formula
Sales Cycle Length =
Total number of days to close deals
Total number of closed deals in the period
Sales Cycle Time Unit
Sales Cycle Time is measured in days.
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More about Sales Cycle Time
Sales cycle time is a crucial metric that measures the duration from the initial contact with a prospective customer to the final closing of the sale. Understanding and optimizing sales cycle time is essential for improving efficiency, forecasting revenue, and increasing overall business performance.
How to visualize Sales Cycle Time?
Sales Cycle Time can be visualized as a data card, showing the current value. Or you can use bar charts to see trends and to compare your current value with previous time periods.
Sales Cycle Time visualization examples
Sales Cycle Time

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Sales Cycle Time

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Recommendations to improve Sales Cycle Time
- Implement a lead scoring system to prioritize high-quality leads: By using a lead scoring system, the sales team can focus on leads that are more likely to convert, reducing the time spent on low-quality leads.
- Streamline the sales process: Analyze the sales process and identify areas where it can be streamlined. This could include automating certain tasks, reducing the number of touchpoints, or simplifying the sales pitch.
- Improve communication between sales and marketing teams: Ensure that the marketing team is providing high-quality leads to the sales team and that the sales team is providing feedback to the marketing team on what is and isn't working.
- Provide sales training: Provide ongoing sales training to the sales team to improve their skills and knowledge, which can help them close deals faster.
- Use technology to track and analyze sales data: Use technology to track and analyze sales data to identify areas where the sales process can be improved. This could include using a CRM system to track leads and sales, or using analytics tools to identify trends and patterns in the sales process.