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Time to Close
The average number of days from opportunity creation (or first meaningful engagement) to closed-won, measuring the length of the sales cycle.
What it shows
Time to close reveals sales process efficiency. Long cycles tie up rep capacity and delay cash. Tracking by deal size, segment, and rep identifies where deals stall — whether that is in technical evaluation, legal review, or economic buyer access.
Formula
Average Time to Close = Sum of Days from Opportunity Created to Close Date for All Won Deals ÷ Number of Won Deals. Track separately by segment, deal size, and deal type.