---
schema_version: "1"
id: 042308d6b5c42a26fd0ba48fa9cbf76e2f0a0f8f5752ac02c77c90094f03cba7
title: Get to Know Sales Analytics Data Terminology
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/analytics/264-0-0/bi_app_sales_wave_terminology.md
canonical_url: https://help.salesforce.com/s/articleView?id=analytics.bi_app_sales_wave_terminology.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 553f19c64d3dbaef359465b5db7d8e8870e7349aeab7b751dc92fbe9634db983
description: To make the best use of Sales Analytics, it’s helpful to understand the metrics and terms used in the app.
products:
  - CRM Analytics
  - Cross Cloud
release: "264"
---
# Get to Know Sales Analytics Data Terminology

To make the best use of Sales Analytics, it’s helpful to understand the metrics and terms used in the app.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small " summary="Sales Analytics Dashboards">
      <caption>Sales Analytics Dashboards</caption>
      <colgroup>
        <col style="width:33.33333333333333%">
        <col style="width:33.33333333333333%">
        <col style="width:33.33333333333333%">
      </colgroup>
      <thead class="slds-text-title_caps ">
        <tr class="">
          <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d145047e39">Metric/Term</th>
          <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d145047e42">Formula</th>
          <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d145047e45">Description/Notes</th>
        </tr>
      </thead>
      <tbody>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Closed Won</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">&nbsp;</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Number of opportunities that have been closed and won.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Closed Lost</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">&nbsp;</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Number of opportunities that have been closed and lost.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Closed Total</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Closed Won + Closed Lost</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Total number of opportunities that have been closed.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Quota</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">&nbsp;</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Amount that was planned/committed/targeted for a certain time period.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Quota Attainment</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Closed Won / Quota</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">How much of the quota has been achieved.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Expected to Close</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Many</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Can use Forecast Category or Stage Name to calculate.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Forecast</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Closed Won + Expected to Close</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Amount that is expected/outlooked to end at for a time period.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Forecast to Quota</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Forecast / Quota</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Ratio of forecast to quota.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Need to Close</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Quota - Closed Won</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Amount needed to hit quota.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Need to Find</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Quota - Forecast</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Amount needed to hit quota, after accounting for opportunities expected to close in the
            future.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Open Pipe</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">&nbsp;</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Total number of open opportunities in the pipeline, where Forecast Category does not
            equal Closed or Omitted.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Open Pipe Coverage</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Open Pipe / Need to Close</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">How much in pipe to cover what is needed to close.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Bookings</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">&nbsp;</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Number of Closed Won opportunities for new business.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Diff</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">This Year - Last Year</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Difference between two items.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Y / Y %</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">(This Year / Last Year) - 1</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Year-over-year growth rate.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Avg Selling Price</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Total Amount ($) / Total Count (#)</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Average selling price for Opportunities, Products, and so on.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Avg Win Rate by $</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Closed Won / Closed Total</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Success rate on closed opportunities, based on amount ($).</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Avg Win Rate by #</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Closed Won / Closed Total</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">Success rate on closed opportunities, based on count (#).</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Avg Sale Cycle</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">Closed Date - Created Date</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">How long it took to close the deal.</td>

        </tr>
        <tr class="">
          <td data-label="Metric/Term" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e39 ">Avg Discount %</td>

          <td data-label="Formula" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e42 ">abs ( (Selling Price / List Price)-1 )</td>

          <td data-label="Description/Notes" class="slds-cell-wrap" style="vertical-align:top;" headers="d145047e45 ">
            <p style="margin-bottom:0;">How much was reduced from what was listed.</p>
          </td>

        </tr>
      </tbody>
    </table>