How do I track the length of time a prospect spends in each phase of the sales cycle?

Max Classic
1

I’ve contacted Customer Service but they were not able to provide an answer. What i’m trying to do is get an accurate timeline of how long a prospect spends in each phase of the sales cycle. So, as an example, if I enter Baptist Health Systems as a New Opportunity on January 1st. As talks progress, I move them to a Warm Prospect on February 1st. Talks progress further, and I move them to a Hot Prospect on March 1st. Ultimately, we close the deal on May 1st. I’m trying to find a report or some kind of functionality that would outline where Baptist Health Systems was a New Opportunity for 31 Days. They then became a Warm Prospect for 28 Days, and finally they were in the Hot Prospect phase for 61 days before moving to Closed/Won. I’m trying to find a way to benchmark how long each opportunity stays in a particular phase of the sales cycle before moving to closed (lost or won). Thanks in advance

2

This sounds like one for Brian Keith of Redbeard Consulting. He is pioneering a tactic called “Hypersegmentation”, and one application for this includes measuring the time between two benchmarks, aka, “dwell time”.

Here’s a webinar I did on this topic with Brian a few weeks back.

3

thanks for the response. Is this something i can speak with someone about?

4

Yes, Brian does complimentary consultations. I’m sure he’d be happy to chat with you about this.