Average sales cycle time in calendar days from the time the lead/opportunity is identified and the sale is closed

This measure calculates the average number of calendar days elapsed from the time the lead/opportunity is identified until the sale is closed. It is a Cycle Time measure that helps companies analyze the duration of the process "develop and manage sales plans" from beginning to end.

Benchmark Data

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Measure Category:
Cycle Time
Measure ID:
104636
Total Sample Size:
791 All Companies
Performers:
25th Median 75th
- - -
Key Performance Indicator:
No
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Compute this Measure

Units for this measure are days.

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Cycle time in days from when a sales lead/opportunity is identified to when it is closed

Key Terms

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Cycle Time

Cycle time is the total time from the beginning of the process to the end. This includes both time spent actually performing the process and time spent waiting to move forward.

Measure Scope

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Cross Industry (7.3.1)

  • 3.5.1 - Manage leads/opportunities (10182)
    • 3.5.1.1 - Identify potential customers (10188)
    • 3.5.1.2 - Identify/receive leads/opportunities (10189)
    • 3.5.1.3 - Validate and qualify leads/opportunities (18115)
    • 3.5.1.4 - Match opportunities to business strategy (11773)
    • 3.5.1.5 - Develop opportunity win plans (18116)
    • 3.5.1.6 - Manage opportunity pipeline (20011)
    • 3.5.1.7 - Determine sales resource allocation (10209)
    • 3.5.1.8 - Manage customer sales calls (10184)
      • 3.5.1.8.1 - Perform sales calls (10190)
      • 3.5.1.8.2 - Perform pre-sales activities (10191)
      • 3.5.1.8.3 - Manage customer meetings/workshops (20012)
      • 3.5.1.8.4 - Close the sale (10192)
      • 3.5.1.8.5 - Record outcome of sales process (10193)
  • 3.5.2 - Manage customers and accounts (10183)
    • 3.5.2.1 - Select key customers/accounts (20013)
    • 3.5.2.2 - Develop sales/key account plan (11173)
    • 3.5.2.3 - Manage sales/key account plan (20014)
    • 3.5.2.4 - Manage customer relationships (11174)
    • 3.5.2.5 - Manage customer master data (14208)
      • 3.5.2.5.1 - Collect and merge internal and third-party customer information (16598)
      • 3.5.2.5.2 - De-duplicate customer data (16599)
  • 3.5.3 - Develop and manage sales proposals, bids, and quotes (11779)
    • 3.5.3.1 - Receive Request For Proposal (RFP)/Request For Quote (RFQ) (11781)
    • 3.5.3.2 - Refine customer requirements (11780)
    • 3.5.3.3 - Review RFP/RFQ request (11782)
    • 3.5.3.4 - Perform competitive analysis (11783)
    • 3.5.3.5 - Validate with strategy/business plans (11784)
    • 3.5.3.6 - Understand customer business and requirements (11785)
    • 3.5.3.7 - Develop solution and delivery approach (20015)
    • 3.5.3.8 - Identify staffing requirements (11787)
    • 3.5.3.9 - Develop pricing and scheduling estimates (11788)
    • 3.5.3.10 - Conduct profitability analysis (11789)
    • 3.5.3.11 - Manage internal reviews (20016)
    • 3.5.3.12 - Manage internal approvals (20017)
    • 3.5.3.13 - Submit/present bid/proposal/quote to customer (11790)
    • 3.5.3.14 - Revise bid/proposal/quote (20018)
    • 3.5.3.15 - Manage notification outcome (11793)
  • 3.5.4 - Manage sales orders (10185)
    • 3.5.4.1 - Accept and validate sales orders (10194)
    • 3.5.4.2 - Collect and maintain account information (10195)
      • 3.5.4.2.1 - Administer key account details (10201)
      • 3.5.4.2.2 - Retrieve full customer details (10202)
      • 3.5.4.2.3 - Modify involved party details (10203)
      • 3.5.4.2.4 - Record address details (10204)
      • 3.5.4.2.5 - Record contact details (10205)
      • 3.5.4.2.6 - Record key customer communication profile details (10206)
      • 3.5.4.2.7 - Review involved party information (10207)
      • 3.5.4.2.8 - Terminate involved party information (10208)
    • 3.5.4.3 - Determine availability (10196)
    • 3.5.4.4 - Determine fulfillment process (10197)
    • 3.5.4.5 - Enter orders into system (10198)
    • 3.5.4.6 - Identify/perform cross-sell/up-sell activity (17404)
    • 3.5.4.7 - Process back orders and updates (10199)
    • 3.5.4.8 - Handle sales order inquiries including post-order fulfillment transactions (10200)
  • 3.5.5 - Manage sales partners and alliances (10187)
    • 3.5.5.1 - Provide sales and product/service training to sales partners/alliances (10211)
      • 3.5.5.1.1 - Provide certification enablement training (20019)
      • 3.5.5.1.2 - Manage certifications and skills (20020)
      • 3.5.5.1.3 - Provide support to partners/alliances (20021)
    • 3.5.5.2 - Provide marketing materials to sales partners/alliances (18641)
    • 3.5.5.3 - Evaluate partner/alliance results (10214)
    • 3.5.5.4 - Manage sales partner/alliance master data (14209)
  • 3.5.6 - Manage sales workforce (21426)
  • 3.5.7 - Perform sales at physical outlets (21427)
  • 3.5.8 - Perform field sales (21428)
  • 3.5.9 - Perform digital sales (21429)