Percentage of qualified leads where the sale is closed

This measure calculates the percentage of qualified leads that close a sale. Qualified leads are prospective customers who have a demonstrated interest in the product or service being sold, the ability to pay, or the authority to make a purchase decision. This measure is part of a set of Process Efficiency measures that help companies optimize the performance of their "manage customer sales" process by minimizing waste and refining resource consumption.

Benchmark Data

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Measure Category:
Process Efficiency
Measure Id:
102456
Total Sample Size:
434 All Companies
Performers:
25th
Median
75th
Key Performance
Indicator:
Yes

Compute this Measure

Units for this measure are percent.

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Percentage of qualified leads where the sale is closed

Key Terms

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Process efficiency

Process efficiency represents how well a process converts its inputs into outputs. A process that converts 100% of the inputs into outputs without waste is more efficient than one that converts a similar amount of inputs into fewer outputs.

Median

The metric value which represents the 50th percentile of a peer group. This could also be communicated as the metric value where half of the peer group sample shows lower performance than the expressed metric value or half of the peer group sample shows higher performance than the expressed metric value.

Measure Scope

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Cross Industry (7.3.0)

  • 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)