What You Should Know
In terms of establishing an SLA or Service Level Agreement between Sales and Marketing, this calculator provides you an easy, if greatly simplified way, to define the KPIs that will need to be met by both sides.
You probably won't have a 50% conversion rate between each SLA stage and that is why we provided the ability to adjust each stage individually with the form at left.
Measurements to Pay Close Attention to:
Time to Review MQLs: For simplification purposes, we have used an hour here. In reality, initially, you will need more time on some, less on others.
Over time, with practice, your team will probably learn just what to focus on and will not spend nearly as much time doing the background company research as when they started. But staff turnover will cause this process to bounce around.
Average Deal Size: Unless every product or service is very similar, you must be aware of the danger of relying too much on average deal size. A few very small deals and a few very large deals can skew this. So don't assume this is a static number.
Which Part of the SLA belongs to Marketing versus Sales: As this calculator is designed for both Sales and Marketing usage, it necessarily mixes elements that are 'owned' by the two organizations. For instance, the conversion from visitor to MQL is largely owned by marketing, though they will need input from Sales to improve it.
On the other hand, it is a Sales responsibility to make those contacts happen. As well, it is also largely up to Sales to close the deal.
With a platform like hubspot, you can easily find these conversion rates as well as manage the tracking of all your marketing and sales data and interactions. No more excel spreadsheets!
