How do I calculate my sales conversion rate?Separate the results of one enquiry group, wins during a month and opportunities still open.Read
How do I calculate what a new customer really costs?Use the right group when comparing the cost of enquiries, qualified opportunities and new customers.Read
How do I calculate churn when new customers keep arriving?Distinguish retained customers, new arrivals, lost recurring fees and a purchase that may simply be late.Read
Why would a customer choose us over the other options?Compare an offer with the customer's real alternatives and check whether its promise answers their need.Read
How do I track where my customers come from?Keep what a customer remembers, what your records show and what a change actually caused separate.Read
How predictable is my revenue?Separate the revenue agreements already cover from the rest, then see how widely the rest moves from month to month in your own numbers.Read
How much of my revenue depends on one customer?Work out your biggest customer's share of sales, then what losing them would do to profit, which can fall by a far larger percentage than sales.Read
Are my sales really falling, and where?Check sales against the same month last year and against the last few months, then split them by customer group to see where a fall sits.Read
Is my sales drop my own or the whole market's?Compare your sales change with a public monthly sales series for your kind of business, same months, in percent. The gap is what it does not explain.Read