Sales Cycle Analytics
Measure how long it takes to close deals and where prospects drop off.
Sales Cycle Analytics
The Sales Cycle tab measures how quickly leads move through your pipeline and where they stall or drop off. Navigate to Admin > Analytics > Sales Cycle to open it.
Lead-to-Close Conversion Funnel
A funnel chart at the top of the page shows the number of leads at each pipeline stage:
- New Lead — All incoming leads
- Appointment Scheduled — Leads with a booked site visit or call
- Estimate Created — Leads with a drafted estimate
- Estimate Sent — Leads whose estimate was delivered
- Approved — Leads who accepted the estimate
- Deposit Collected — Leads who paid a deposit
- Converted — Leads who became paying customers
Each stage shows a count and a conversion rate to the next stage. The biggest drop-off between stages tells you where to focus improvement efforts.
Average Days per Stage
A horizontal bar chart shows the average number of days leads spend in each pipeline stage. This reveals bottlenecks.
| What to Look For | What It Means |
|---|---|
| Long time in "New" | Your team is slow to make first contact |
| Long time in "Estimate Created" | Estimates sit in draft too long before sending |
| Long time in "Estimate Sent" | Customers are not responding quickly |
| Long time in "Approved" | Deposit collection or scheduling is delayed |
Close Rate Trends
A line chart plots your overall close rate (won / sent) over time. Each data point represents one month.
A declining close rate signals a problem. Common causes include rising prices without added value, slower response times, or increased competition.
A rising close rate means your sales process is improving. Look at what changed and reinforce it.
Breakdown by Estimate Type
A table breaks down sales cycle metrics by estimate type:
| Estimate Type | Avg Days to Close | Close Rate | Avg Deal Size |
|---|---|---|---|
| Residential | — | — | — |
| Commercial | — | — | — |
| Fleet | — | — | — |
| Holiday Lights | — | — | — |
Commercial deals typically take longer to close but have higher values. Residential deals close faster. Knowing these benchmarks helps you set realistic expectations for each type.
Breakdown by Rep
If you have multiple salespeople, a second table shows metrics per rep:
| Rep | Leads Assigned | Estimates Sent | Won | Close Rate | Avg Days to Close |
|---|
Sort by close rate to identify your top closer. Sort by average days to close to find who moves fastest. Use this data for coaching conversations.
Tips
- Speed wins deals. The faster you move a lead from New to Estimate Sent, the higher your close rate. Aim for same-day estimates when possible.
- Follow up on stalled leads. If the "Estimate Sent" stage has a long average time, set up automated follow-ups. See Follow-Up Sequences.
- Coach with data. Share rep-level metrics in one-on-ones. Focus on behaviors, not just outcomes.
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