Salesforce Metric
Sales
Activity Based Analysis = Won Opportunities Linked to Activities / Total Activities Logged in Period x 100
Activity Based Analysis measures the relationship between logged sales activities in Salesforce, such as calls, emails, tasks and meetings, and the outcomes they drive across opportunities and accounts. In Salesforce these activities live on the Task and Event objects tied to leads, contacts, opportunities and accounts, which lets you connect effort to pipeline movement and closed revenue. It shifts reporting from raw activity counts towards understanding which activity patterns correlate with conversion and won deals.
Full guide: definition, formula, and benchmarksSalesforceSalesActivity Based Analysis
Activity Based Analysis measures the relationship between logged sales activities in Salesforce, such as calls, emails, tasks and meetings, and the outcomes they drive across opportunities and accounts. In Salesforce these activities live on the Task and Event objects tied to leads, contacts, opportunities and accounts, which lets you connect effort to pipeline movement and closed revenue. It shifts reporting from raw activity counts towards understanding which activity patterns correlate with conversion and won deals.
How to calculate activity based analysis
Why activity based analysis matters for Salesforce users
Salesforce makes it easy to count activities but hard to see which of them actually move deals forward. Activity Based Analysis closes that gap by tying logged calls, emails and meetings to opportunity stage changes and closed outcomes, so leaders can tell productive effort apart from busywork.
For a sales team, this reveals the cadence and mix of touches that precede a win, helps coach reps who are active but not converting, and exposes accounts that have gone quiet before they slip. It turns the activity feed into a forecasting and coaching signal rather than a vanity number.
Understand and act on activity based analysis with KPI Tree
Sync your Salesforce Task, Event, Opportunity and Account data into your warehouse and compute Activity Based Analysis in KPI Tree, joining activities to the opportunities and accounts they are logged against. Place it in a metric tree alongside activity volume per rep and contact conversion rate so you can see how raw effort flows through to conversion and revenue.
Assign RACI ownership in KPI Tree, with sales operations accountable for the definition and frontline managers responsible for acting on it, then set a weekly review cadence aligned to your pipeline reviews so the analysis informs coaching and forecasting in real time.
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Connect your existing warehouse where Salesforce data already lands.
Our professional services team can build you turn-key AI foundations in a matter of weeks. Data warehouse on Snowflake/BigQuery, ELT with Fivetran, all modelled in dbt with a semantic layer.
Related Salesforce metrics
Activity Volume per Rep
CRMMetric Definition
Activity Volume per Rep = Total Logged Activities / Number of Active Reps
Activity volume per rep measures the total number of logged activities (calls, emails, meetings, tasks) per sales representative in Salesforce over a defined period. It quantifies the effort each rep invests in customer-facing and pipeline-building activities and serves as a baseline for evaluating activity efficiency.
Contact Conversion Rate
CRMMetric Definition
Contact Conversion Rate = (Contacts with Opportunities / Total Qualified Contacts) x 100
Contact conversion rate measures the percentage of contacts in Salesforce that become associated with an opportunity. It evaluates the effectiveness of lead qualification, nurturing, and sales development at converting the contact database into active pipeline.
Account Health Score
CRMMetric Definition
Account health score is a composite metric that evaluates the overall strength of a customer relationship using Salesforce data. It combines activity recency, opportunity pipeline status, support ticket trends, product adoption signals, and engagement frequency to produce a single score indicating whether an account is thriving, stable, or at risk.
Customer Acquisition Cost
CRMMetric Definition
Customer Acquisition Cost = Total Sales & Marketing Spend / Number of New Customers Won
Customer acquisition cost (CAC) measures the total sales and marketing investment required to win a new customer. Using Salesforce opportunity data, campaign costs, and activity records, CAC quantifies acquisition efficiency and determines the breakeven point for each new customer relationship.
Explore activity based analysis across integrations
All Salesforce metrics
Account Health ScoreActivity Volume per RepMarketing ROIAverage Resolution TimeContact Conversion RateCustomer Acquisition CostCustomer Lifetime ValueDashboard Adoption RateDeal Stage ProgressionForecast AccuracyLead Conversion RateLead Response TimeLead Scoring EffectivenessOpportunity AgingWin RatePipeline Coverage RatioSales Pipeline VelocityQuota AttainmentReport Usage AnalysisRevenue by Product LineSales Cycle LengthSales Rep Performance AnalysisTerritory Performance AnalysisUser Adoption RateWin/Loss AnalysisContract Value AnalysisCustomer Churn PredictionCustomer Renewal RateDeal Stage Conversion AnalysisDeal VelocityEmail Engagement AnalysisLead Source AttributionMarketing Qualified Lead RatePipeline ValueSales Velocity AnalysisUpsell Cross-sell AnalysisAccount Growth RateAverage Deal SizeCampaign Attribution AnalysisCampaign ROICase Resolution TimeChurn Risk AnalysisContact Engagement ScoreCustomer Segmentation AnalysisLead Source AnalysisMonthly Recurring RevenueOpportunity Stage AnalysisPipeline VelocityProduct Performance AnalysisQuote To Close RateSales Funnel AnalysisSales Pipeline ValueSales Rep Quota AttainmentEmpower your team to understand and act on Salesforce data
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