Resources
25 carefully written definitions of the metrics, ratios and concepts every commercial leader should know cold. Each entry includes the formula, a worked example, why it matters and the most common mistakes. Browse A to Z, or jump to a category.
The annualised value of a single contract, regardless of contract length.
Revenue Metrics
The average monthly or annual revenue generated per account or user.
Revenue Metrics
MRR multiplied by 12. The annualised value of the recurring revenue base.
Revenue Metrics
The fully loaded cost of acquiring a single new customer.
Unit Economics
The number of months to recover the cost of acquiring a customer from gross-margin contribution.
Unit Economics
The percentage of customers (logo churn) or revenue (revenue churn) lost in a period.
Revenue Metrics
The number of months it takes a new sales rep to reach full productivity.
GTM & Hiring
The function that runs the systems, data and process underpinning the revenue engine.
GTM & Hiring
The combined sum of growth rate and profit margin should be at least 40 for a healthy SaaS business.
Revenue Metrics
The average number of days from a qualified opportunity being created to closed-won.
Sales Metrics
How much revenue the sales engine generates per day, from the four core levers.
Pipeline & Forecasting
Revenue Metrics
9 terms
Sales Metrics
3 terms
Unit Economics
6 terms
Pipeline & Forecasting
2 terms
GTM & Hiring
5 terms
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