Link: Average Opportunity Size
The average pipeline value of opportunities that were open during the given time interval.
Why It's Important
Average opportunity size is a precursor to Average Selling Price and is an important metric to monitor while forecasting expected sales performance. Understanding average value of opportunities in a rep's pipeline helps their manager to know how many incremental deals in pipeline are needed to hit quota and the expected sales cycle and win rate based on their existing pipeline. Additionally, if a rep has Positive or Warning Average Selling Price Alerts in Atrium, their manager can use the average opp size card to explain if their ASP alert is caused by primarily working deals of a certain size.
How Do I Use It?
The Average Opp Size Card is a great addition to your Forecasting Dashboards and Alert Feeds to understand how many incremental deals are required to hit quota.
Review in Team Meetings and Rep 1:1s to inspect the size of deals that make up their pipeline and help reps understand how their average opp size affects their sales process and quota attainment.
Set Goals using your expected ASP value to get proactively alerted if reps are trending ahead or behind where you expect them to be.
FAQs and Additional Details:
Theres an opp showing up on this card that I closed out recently or no longer own.
This card will show any opp that a rep owned AND was open in the given time period. So if you are looking at a past time period, you will see opps that have since closed or been transferred to other owners.
What $$ value are you using here?
This card will show the average pipeline value based on your Salesforce <> Atrium Pipeline Value mapping. You can inspect and/or update that mapping here.