As discussed in KPIs 101: How Much Can Your Business Improve?, every quantifiable Key Performance Indicator that has ever been devised falls into the following categories: Size - how big is the deal? Number of - how many deals are on the table? Velocity - how fast does the deal take to work through? Capacity - how many deals can we actually do? Statistics - averages, conversion rates, ratios, standard deviations, skew, correlation etc. etc. etc. If you use them together, you can quickly work out how much your business can improve. Today we will discuss #4: Capacity - How Many Deals Can We Actually Do? Everything in this universe has a finite size. That size more or less determines how much o

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As discussed in KPIs 101: How Much Can Your Business Improve?, every quantifiable Key Performance Indicator that has ever been devised falls into the following categories: Size - how big is the deal? Count - how many deals are on the table? Velocity - how fast does the deal take to work through? Capacity - how many deals can we actually do? Statistics - averages, conversion rates, ratios, standard deviations, skew, correlation etc. etc. etc. Today we will discuss #3: Velocity - how fast a deal takes to work through... Whenever I have been asked to help a business search for a new business system, I have started off by asking "what happens now?". From there, I use a tool like Xsol to model th