A diagnostic metric with a score weight of zero. It is shown, ranked and charted so reps can compete on it, but it is not blended into the score because the effects that drive it already show up inside close rate.
Also called: sales cycle length · how long from lead to signed · average deal cycle
- 1For each won deal, seconds from lead creation to the won event is one sample.
- 2The metric is the average of those samples; the sample count is the number of closed deals.
- 3Ranked lower-is-better.
The catalog's no-double-count rule: diagnostics are 'still tracked and shown so reps can compete on many fronts, but not double-counted (it already flows into conversion).' The metric's own tip admits it: 'This improves on its own as you speed up first contact, quoting, and follow-up.'
- Cycle length was never measured end to end.
- Composite scores elsewhere double-counted correlated metrics.
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