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| Week | Coverage Needed | Why |
|---|---|---|
| Week 1 | 4x quota | Time to work deals |
| Week 5 | 3x quota | Deals maturing |
| Week 9 | 2x quota | Late-stage heavy |
| Week 13 | 1.2x quota | Commit deals |
Coverage Ratio = Total Pipeline / Quota Target| 周数 | 所需覆盖率 | 原因 |
|---|---|---|
| 第1周 | 4倍配额 | 有充足时间推进交易 |
| 第5周 | 3倍配额 | 交易进入成熟期 |
| 第9周 | 2倍配额 | 后期交易占比高 |
| 第13周 | 1.2倍配额 | 已确认待成交的交易 |
Coverage Ratio = Total Pipeline / Quota Target| Stage | Benchmark | If Below |
|---|---|---|
| Lead to Qualified | 30-40% | ICP targeting issue |
| Qualified to Discovery | 60-70% | Qualification criteria issue |
| Discovery to Demo | 50-60% | Discovery quality issue |
| Demo to Proposal | 40-50% | Demo effectiveness issue |
| Proposal to Closed | 30-40% | Negotiation/pricing issue |
| 阶段 | 基准值 | 低于基准的问题 |
|---|---|---|
| 线索至合格线索 | 30-40% | 理想客户画像（ICP）定位问题 |
| 合格线索至需求探索 | 60-70% | 资格审核标准问题 |
| 需求探索至演示 | 50-60% | 需求探索质量问题 |
| 演示至提案 | 40-50% | 演示效果问题 |
| 提案至成交 | 30-40% | 谈判/定价问题 |
Sales Velocity = (Deals × Win Rate × ACV) / Sales Cycle
Higher velocity = more revenue, fasterSales Velocity = (Deals × Win Rate × ACV) / Sales Cycle
销售速度越高，意味着营收越多、增长越快Healthy Pipeline Shape:
Stage 1 (Qualified): ████████████████████ 35%
Stage 2 (Discovery): ████████████████ 25%
Stage 3 (Demo): ████████████ 20%
Stage 4 (Proposal): ████████ 12%
Stage 5 (Negotiation): █████ 8%
Red Flags:
- Top-heavy: Too much early stage
- Bottom-heavy: Not enough new pipeline
- Middle stuck: Conversion problem健康的销售管道结构：
阶段1（合格线索）: ████████████████████ 35%
阶段2（需求探索）: ████████████████ 25%
阶段3（演示）: ████████████ 20%
阶段4（提案）: ████████ 12%
阶段5（谈判）: █████ 8%
预警信号：
- 头部过重：早期阶段交易过多
- 尾部过重：新管道补充不足
- 中部停滞：转化出现问题| Stage | Healthy Age | Stale Threshold |
|---|---|---|
| Qualified | 0-14 days | >21 days |
| Discovery | 7-21 days | >30 days |
| Demo | 14-30 days | >45 days |
| Proposal | 7-14 days | >21 days |
| Negotiation | 7-21 days | >30 days |
14 days stale: Downgrade or close
| 阶段 | 健康时长 | 停滞阈值 |
|---|---|---|
| 合格线索 | 0-14天 | >21天 |
| 需求探索 | 7-21天 | >30天 |
| 演示 | 14-30天 | >45天 |
| 提案 | 7-14天 | >21天 |
| 谈判 | 7-21天 | >30天 |