Which closing metric should you monitor monthly?

Prepare for the Equinox Sales Training Test. Study with flashcards and multiple choice questions, each question has hints and explanations. Get ready for your exam!

The focus is on outcome-driven measures that reveal how well you’re closing deals and how reliable your forecast is. Close rate shows the percentage of opportunities that convert into wins, which directly reflects how effective the team is at moving deals to a close. Forecast accuracy tells you how closely your predicted revenue matches what actually closes, which is essential for reliable planning and resource allocation. Average deal size indicates the revenue value of each closed deal, helping you understand the overall impact of your closings on the pipeline and forecast. Together, these metrics give a clear monthly picture of closing performance, forecast reliability, and the value of won deals. In contrast, activity metrics like emails sent, time since last contact, or total calls focus on efforts rather than results, so they don’t gauge monthly closing performance as effectively.