What is Average Time in Stage

Average Time in Stage measures the average number of days that a deal has spent in a particular pipeline stage. Average Time in Stage is measured across all deals by taking the average of the time that each deal spends in each stage. Tracking time spent in each stage can help diagnose slower parts of the sales process.

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How do I calculate Average Time in Stage?

The formula for Stage Conversion rate (for any particular stage) is as follows:

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For example, Average Time in Stage 2 would be the total number of days that deals spend in Stage 2 divided by the total number of deals that were ever in Stage 2.

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Let’s look at the following deal history table detailing how many days a deal spent in each stage:

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Note that a few deals do not progress to future stages, and some deals skip stages. We can still calculate the Average Time per Stage, by taking the average of all available times, regardless if the deal is won or lost. The summary table shows an average of 18 days in Stage 2, compared to just 3.2 days in Stage 1 and 10.3 days in Stage 3, suggesting that Stage 2 might be a bottleneck in our sales process

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SaaSGrid can visualize average time per stage by time period to show improvements over time in deal cycles. Note that while most stages have a relatively similar time in stage, stage ‘Negotiation/Review’ is significantly longer than other stages, suggesting that deals are spending longer periods in this stage.

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How do I improve my average time per stage?

Understand Slow-downs:
See the stages where your sales process is slowest, and drive changes.

Track Outliers:
 See where individual deals are stagnating and make adjustments to your sales process.

Pivot Data:
Monitor time per stage by sales rep and see if your team is improving over time.

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See how long every step of your sales process takes with real-time analytics from SaaSGrid! Talk to us here to learn more!