# Revenue and sales — Radexus

> Pipeline is argued about because nobody wrote down what open means, and your best rep is a single point of failure nobody wants to name.

*Source: https://radexus.com/functions/revenue/*

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[Where the number lives](https://radexus.com/functions/)  /  Revenue and sales

# Revenue and sales

Pipeline is argued about because nobody wrote down what open means, and your best rep is a single point of failure nobody wants to name.

- The number: **Quote to order conversion**
- Or: **new accounts opened per quarter**
- Who owns it: **CRO, VP sales, business heads, sales operations**

Quote to order conversion. Agreed in writing, before anything is built.

## What this looks like from the inside.

If three or more of these are true, there is almost certainly a number here worth chasing.

-   *01*A third of open quote value has had no recorded event for twelve days, and nobody has marked any of it dead.
-   *02*Loss reason says price, because the field is mandatory and nothing else was ever written down.
-   *03*Your best rep closes at half the median cycle time and nobody can say what he does differently.
-   *04*Reps spend their best hours assembling facts before a meeting instead of being in one.
-   *05*Nobody knows which accounts in the territory have never been approached at all.

## The number we would agree first.

The definition

Median days from first quote issue to order booking, tender business excluded, revisions of the same requirement counted once, quotes with no event for sixty days marked dead rather than left open to inflate the median.

Why that one

It is arithmetic on data you already keep, it moves within a quarter, and both sales and finance recognise it as theirs.

First meeting, no data from you

Lookalike sourcing on four customers you name, run live from public record. No credential and no data from you.

## 9 plays that move it.

Each is built from the same nine patterns and reads the same memory. The first is priced as a pilot. Every one after it runs on a memory that already exists.

-   **Convert**Quote velocity and stall detection
-   **Convert**Win and loss reason capture
-   **Convert**Price realisation and discount drift
-   **Convert**Proposal drafting
-   **Acquire**Lookalike account sourcing
-   **Acquire**Territory whitespace
-   **Acquire**Tender and RFQ qualification
-   **Acquire**Trigger monitoring on public record
-   **Management**Meeting and account briefs

## A number in this function we have already moved.

[Success story  /  Machine tools

### The quotes were not lost on price. They were lost on silence.

Sales asked for more accounts. The larger leak was sitting in quotes that had already been issued, and nobody in the building could see it because the evidence was spread across three systems and one person's memory.

Read the success story](https://radexus.com/cases/quote-silence/)

## Bring four customer names. We run the first play before we meet.

[Start a discovery](https://radexus.com/start/)[All eight functions](https://radexus.com/functions/)

[Next functionMarketing and demand](https://radexus.com/functions/marketing/)