Sales velocity exclude contacts

[LAnsloos]

Hi 

I downloaded the CSV that the Sales Velocity feature is using to calculate average deal value. I can see from the CSV that it is including Contacts, which are nominally assigned a £0 or £1. So this has a negative effect on the real velocity.

I would have expected velocity to only include from Qualified Leads and beyond? Does Sales Velocity need to be customised somehow to exclude Contacts? 

Thanks

Laura

[LAnsloos]

Hey Karsten - so I've uploaded 2 grabs. One of Sales Velocity as it appears on my dashboard. Then the drillthrough of the Average Amount in Company Currency. 

Hope this makes sense.

Cheers

Laura

[karstenkoehler · Accepted solution]

Thank you @LAnsloos, this helped me know for sure which report you're talking about.

Here's how this report is defined:

---

@LAnsloos wrote:

Description

Measure how long it takes to close and win deals. View how many days it takes to close a deal, the percentage of deals that turn into closed won deals, and the average amount of your deals.

Terms & definitions

Sales velocity: Conversion rate, multiplied by average deal amount, multiplied by open deals, divided by average days to close a deal.

Average deal amount: Average deal amount for all deals.

Conversion rate: Percentage of deals that went from open to closed won.

Deals: All deals in any deal stage.

Average days to close: Average number of days it takes to close a deal.

---

It only includes records from the deal object.

If you're seeing contacts in there, it could mean two things:

• Someone in your CRM portal is creating deals for contacts. If that's the case, that person would have to stop doing so and remove those deals or you would have to add filters to your report to exclude these deals from the report. How exactly you would do that depends on how you can best identify them. Without access to your portal, I can't say.
• (unlikely) It's a bug and your deal report is displaying contact records.

Best regards!

[karstenkoehler]

Hi @LAnsloos,

Can you please share more details as to where exactly you triggered this download? Can you share the path you took through the navigation or, if it is a custom report, a screenshot of the report settings?

There are multiple places in HubSpot this could be referring to.

Best regards!

[LAnsloos]

Hi there

I have added the Sales velocity table to my dashboard. It is not custom; it is the table that shows Avg amount in company currency, count of deals, average days to close, conversion rate, sales velocity.

For any sales person, I click on the value for “Average amount in company currency”

This then links me through to a report listing all of the deals and the value being used in the calculation.

I exported it as a CSV to check how the average was being calculated. This is where I saw that Contacts were being used in the Avg Amount in Company Currency. And I guess contributing to the Count of deals as well.

[karstenkoehler]

Hi @LAnsloos, could you please share a screenshot of the report or screenshots of where exactly you're clicking? (Please pixelate confidential information.)

Where exactly are you clicking on "Avg amount in company currency"? This sounds like it may be a report create custom in your portal by a user in your company. If so, report filters might exclude certain deals.

I can only confirm once I have more details.

[LAnsloos]