Sales / RevOps
Sales Cycle Length
How long a deal takes from start to close.
The fork, why two teams get different numbers
The START EVENT forks, opportunity-created, marked-qualified/SQL, or first
meeting, and so does the POPULATION: won-only, all-closed, or all-closed with
a censoring rule for the deals still open. Reps and marketing quote won-only
from-qualified (the shortest possible framing); RevOps measures created-to-close
across all outcomes. Weeks of difference hide entirely in which start clock and
which deals you chose.
The trap
Won-only cycle is survivorship-biased: the deals that dragged for months and then died are excluded, so it understates true time-to-outcome.
In the Metric Library
- The full trap, worked on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: RevOps convention