3 Replies Latest reply on Sep 11, 2014 4:39 PM by Josh Hill

    Question on determining velocity

    Ari Echt
      I'm wondering if anyone has suggestions or input on how to handle velcocity when opportunties are created. 

      Say a lead is created June 1, and converted to opportunity August 1. 

      So velocity from Names to SQL is 60 days. 

      Then through course of sales process, on August 5, rep adds two additional new contacts to the opportunity. 

      Their creation date and added to opportunity date are the same. So for those two people, their velocity from Names to SQL is 0 days, which in aggregate would distort how long it really takes to get a lead from creation to opportunity. 

      Anyone have any suggestions for how to handle this? 

      Do you only count primary contact role on opportunity for velocity? 

      If you're using Revenue Cycle Analytics, do you only include primary contact in model? 

      If you do not exclude them, how do you handle them for general opportunity counting? There are 3 contacts associated with the opportunity. It seems accurate to only count it as one opportunity. 

      Any input would be greatly appreciated.