5 Advanced Sales Funnel Strategy and Formula (& more...)

২০টি অ্যাডভান্সড ও প্র্যাকটিক্যাল সেলস ফানেল ফর্মুলা – যেগুলো প্রত্যেক সেলস ফানেল স্পেশালিস্ট বা প্রত্যেক ডিজিটাল মার্কেটারের জানা ও শেখা উচিতঃ

1. Lead Conversion Rate Formula:

   • Formula: Lead Conversion Rate = (Number of Converted Leads / Total Leads) × 100
   • Example: Out of 500 leads, 50 were converted, resulting in a lead conversion rate of 10%.
   • Where to Use: Measures the percentage of leads that get converted into customers.

2. Lead Velocity Rate (LVR) Formula:

   • Formula: LVR = ((Current Leads – Previous Leads) / Previous Leads) × 100
   • Example: A company had 500 leads last month and 700 this month, resulting in an LVR of 40%.
   • Where to Use: Evaluates the growth rate of leads over a specific period.

3. Opportunity Win Rate Formula:

   • Formula: Win Rate = (Number of Won Opportunities / Total Opportunities) × 100
   • Example: Out of 100 opportunities, 20 were won, resulting in an opportunity win rate of 20%.
   • Where to Use: Measures the percentage of opportunities that result in closed deals.

4. Average Deal Size Formula:

   • Formula: Average Deal Size = Total Revenue / Number of Closed Deals
   • Example: A total revenue of $50,000 from 10 closed deals gives an average deal size of $5,000.
   • Where to Use: Calculates the average value of closed deals.

5. Sales Cycle Length Formula:

   • Formula: Sales Cycle Length = (End Date – Start Date) / Total Deals Closed
   • Example: Deals closed over 6 months with 20 sales result in an average sales cycle length of 3 months.
   • Where to Use: Measures the average time taken to close deals.

6. Customer Acquisition Cost (CAC) Formula:

   • Formula: CAC = Total Sales and Marketing Costs / Number of New Customers Acquired
   • Example: Spending $10,000 on marketing and acquiring 100 customers gives a CAC of $100.
   • Where to Use: Measures the cost incurred to acquire a new customer.

7. Customer Lifetime Value (CLV) Formula:

   • Formula: CLV = (Average Purchase Value × Purchase Frequency) × Customer Lifespan
   • Example: With an average purchase value of $50, a frequency of 5, and a customer lifespan of 2 years, the CLV is $500.
   • Where to Use: Predicts the total revenue a customer will generate throughout their relationship with the company.

8. Conversion Rate per Stage Formula:

   • Formula: Stage Conversion Rate = (Number of Conversions in a Stage / Total Entries into that Stage) × 100
   • Example: 50 conversions in the lead nurturing stage out of 200 entries result in a conversion rate of 25%.
   • Where to Use: Measures the percentage of conversions at different stages of the sales funnel.

9. Pipeline Velocity Formula:

   • Formula: Pipeline Velocity = (Number of Opportunities × Average Deal Size) / Sales Cycle Length
   • Example: With 50 opportunities, an average deal size of $2,000, and a 3-month sales cycle, the pipeline velocity is $33,333.
   • Where to Use: Estimates the rate at which opportunities move through the sales pipeline.

10. Churn Rate Formula:

    • Formula: Churn Rate = (Number of Lost Customers / Total Customers at the Start) × 100
    • Example: Losing 20 out of 100 customers in a month results in a churn rate of 20%.
    • Where to Use: Measures the percentage of customers lost over a specific period.

11. Cross-Sell Rate Formula:

    • Formula: Cross-Sell Rate = (Number of Customers Purchasing Multiple Products / Total Customers) × 100
    • Example: 50 customers out of 200 bought multiple products, resulting in a cross-sell rate of 25%.
    • Where to Use: Measures the percentage of customers purchasing multiple products.

12. Upsell Rate Formula:

    • Formula: Upsell Rate = (Number of Customers Accepting an Upsell / Total Customers) × 100
    • Example: 30 customers out of 150 accepted an upsell offer, resulting in an upsell rate of 20%.
    • Where to Use: Measures the percentage of customers accepting higher-value offerings.

13. Lead-to-MQL Ratio Formula:

    • Formula: Lead-to-MQL Ratio = (Number of MQLs / Total Leads) × 100
    • Example: Out of 500 leads, 100 qualified as Marketing Qualified Leads (MQLs), resulting in a ratio of 20%.
    • Where to Use: Measures the percentage of leads that qualify as Marketing Qualified Leads.

14. MQL-to-SQL Conversion Rate Formula:

    • Formula: MQL-to-SQL Conversion Rate = (Number of SQLs / Total MQLs) × 100
    • Example: 50 SQLs out of 200 MQLs resulted in an MQL-to-SQL conversion rate of 25%.
    • Where to Use: Measures the percentage of MQLs that convert to Sales Qualified Leads (SQLs).

15. SQL-to-Customer Conversion Rate Formula:

    • Formula: SQL-to-Customer Conversion Rate = (Number of Customers / Total SQLs) × 100
    • Example: 25 customers from 100 SQLs result in an SQL-to-Customer conversion rate of 25%.
    • Where to Use: Measures the percentage of SQLs that convert to actual customers.

16. Customer Retention Rate Formula:

    • Formula: Retention Rate = ((End Customers – New Customers) / Start Customers) × 100
    • Example: Starting with 500 customers, acquiring 100 new ones, and ending with 450, the retention rate is 90%.
    • Where to Use: Measures the percentage of customers retained over a period.

17. Sales Funnel Drop-Off Rate Formula:

    • Formula: Drop-Off Rate = ((Number of Entries – Number of Conversions) / Number of Entries) × 100
    • Example: 500 entries resulted in 100 conversions, leading to a drop-off rate of 80%.
    • Where to Use: Measures the percentage of drop-offs at various stages of the sales funnel.

18. Sales Rep Productivity Formula:

    • Formula: Rep Productivity = (Total Sales / Number of Sales Reps) × 100
    • Example: $500,000 in sales by 5 reps gives a sales rep productivity of $100,000 per rep.
    • Where to Use: Evaluates the average sales output per sales representative.

19. Lead Response Time Impact Formula:

    • Formula: Impact = (Increase in Conversions / Decrease in Response Time)
    • Example: Decreasing lead response time from 5 to 1 hour resulted in a 30% increase in conversions.
    • Where to Use: Quantifies the impact of decreasing lead response time on conversions.

20. Marketing Influence on Closed Deals Formula:

    • Formula: Influence Rate = (Number of Deals with Marketing Touchpoints / Total Closed Deals) × 100
    • Example: 80 deals had marketing touchpoints out of 200 closed deals, resulting in an influence rate of 40%.
    • Where to Use: Measures the percentage of closed deals influenced by marketing touchpoints.