Πωλήσεις

Sales cycle

Σύντομη απάντηση

The average time from first qualified interaction to a signed order - the metric that determines how fast commercial effort turns into cash.

Βασικά συμπεράσματα

Between the quote request and sending the quote
In internal discount approvals
Waiting on a decision where the real decision maker was never identified

What it is

The sales cycle measures the days between qualifying an opportunity and closing it as won. Use the median rather than the mean, because a single year-long large contract distorts the average.

Why it matters for cash-flow

A 90-day cycle means today's commercial effort produces cash in three months. Cutting it by 20% has the same cash-flow effect as an equivalent increase in opportunity count, at no extra cost.

Where time is usually lost

Between the quote request and sending the quote

In internal discount approvals

Waiting on a decision where the real decision maker was never identified

Πραγματικό παράδειγμα

A distributor cut the median cycle from 52 to 31 days by moving quoting into the field, with stock and contract price shown directly on mobile.

Ενημέρωση: 2026-07-17

Συχνές ερωτήσεις

How do I shorten the sales cycle?+

Measure time spent in each stage and attack the longest one. It is usually quoting or internal approval, not the customer's decision.

Mean or median?+

Median for operational reporting. The mean is only useful when deal values are fairly uniform.

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