Revenue Operations Dashboard

Sales Performance & Pipeline Analytics

Department: Revenue Operations
Period: Q4 2024 - Week 47
Last Updated: Nov 25, 2024 06:00 UTC
Next Review: Dec 2, 2024

Revenue Performance Indicators

Total Pipeline¹
$2.4M
↑ 18% MoM
Qualified Pipeline²
$1.8M
3.7× coverage
Win Rate³
24.1%
↓ 1.8pp
ACV⁴
$32K
↑ $2.3K
Sales Cycle⁵
47 days
↓ 3 days

Q4 Pipeline Progression Analysis

Key Insight: Pipeline creation velocity has increased 23% month-over-month, but conversion from SQL to Opportunity has declined by 8pp. Analysis indicates pricing objections in 42% of stalled deals, suggesting need for ROI documentation improvement.

Sales Team Performance Matrix

Sales Rep Pipeline ($) Quota Attainment Win Rate Avg. Deal Size Sales Velocity Activity Score⁶
Sarah Chen $487K 118% 28.3% $38.5K 42 days 94/100
Michael Rodriguez $423K 104% 26.1% $31.2K 48 days 87/100
Jennifer Park $392K 92% 22.7% $29.8K 51 days 91/100
David Thompson $367K 88% 21.9% $27.4K 56 days 76/100
Lisa Martinez $341K 78% 19.2% $25.1K 62 days 82/100
Team Average $402K 96% 23.6% $30.4K 51 days 86/100

Stage Conversion Funnel

Deal Velocity by Stage

Monthly Cohort Revenue Retention Analysis⁷

Cohort Month 0 Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 12
Jan 2024 $156K 98% 97% 96% 94% 94% 93% 91%
Feb 2024 $148K 99% 98% 97% 96% 95% 94% 92%
Mar 2024 $163K 99% 98% 97% 97% 96% 95% 94%
Apr 2024 $171K 100% 99% 98% 98% 97% 96% -
Net Revenue Retention: 116% (including expansion revenue)
Gross Revenue Retention: 94% at 12 months

Win/Loss Analysis - Q4 2024

Win Factors (n=72)

Product-Market Fit
31% of wins
Implementation Speed
24% of wins
Price Value
22% of wins
Customer Success
15% of wins

Loss Factors (n=226)

Price Too High
28% of losses
Missing Features
22% of losses
Competitor Won
19% of losses
No Decision
17% of losses

Revenue Operations Strategic Recommendations

Immediate Actions

  1. Implement tiered pricing model to address price objections
  2. Develop ROI calculator for sales team usage
  3. Focus training on mid-funnel conversion (SQL→Opp)
  4. Launch "fast-track" implementation program

90-Day Initiatives

  1. Deploy sales enablement platform for consistency
  2. Establish competitive intelligence program
  3. Create industry-specific value propositions
  4. Implement account-based selling for Enterprise

Data Sources & Methodology

¹ Total Pipeline: Sum of all open opportunities in CRM with close dates within next 180 days. Includes all stages from Qualification through Negotiation. Source: Salesforce CRM, refreshed hourly. Last sync: Nov 25, 2024 05:47 UTC.

² Qualified Pipeline: Opportunities in stages 3-5 (Discovery through Negotiation) with completed BANT qualification and engagement score >70. Coverage ratio = Qualified Pipeline ÷ Quarterly Target.

³ Win Rate: Closed Won ÷ (Closed Won + Closed Lost) for opportunities closed in trailing 90 days. Excludes deals marked as "Duplicate" or "Canceled." Industry benchmark: 28% (Salesforce State of Sales Report 2024).

⁴ Annual Contract Value (ACV): Average first-year value of closed-won deals in current quarter. Includes recurring revenue only; excludes one-time implementation fees and professional services.

⁵ Sales Cycle: Average days from Opportunity Creation to Closed Won for deals closed in last 90 days. Measured in calendar days. Benchmark: B2B SaaS average is 84 days (HubSpot Sales Statistics 2024).

⁶ Activity Score: Composite metric based on: calls made (30%), emails sent (20%), meetings held (30%), pipeline created (20%). Normalized to 100-point scale. Minimum threshold: 70 points.

⁷ Cohort Analysis: Monthly cohorts based on customer contract start date. Revenue retention calculated as MRR at month X ÷ MRR at month 0. Includes expansion/contraction but excludes churned accounts. Net retention includes expansion revenue; gross retention excludes it.

Data Quality Note: All pipeline data validated through weekly sales forecast calls. Conversion rates based on 12-month rolling average to account for seasonality. Statistical significance tested at 95% confidence level.