Sales Funnel – Two-Minute Demo

The sales funnel is the most requested report for opportunity management. As its name implies, the ideal sales funnel should assume a funnel like shape with a wealth of unqualified prospects at the top, narrowing down through such stages as qualification, solution and negotiation, and ending with closed sales. The greatest use of this analytic is its ability to instantly identify anomalies in the sales pipeline. Too few prospects at the top of the funnel typically results in too little revenue coming out the bottom. Too many opportunities stuck in the middle of the funnel can impact resources normally needed to develop future prospects or close pending deals. The current dashboard lets you view the funnel from many different perspectives, not just overall in the top left, but per salesperson, customer and region. But but for now, let's look at that top level view. Because there's a potential clog in our funnel that needs attention, we seem to be having a little problem getting well qualified solutions through the proving stage. Let's drill down into those details. It's here where drill down really pays off, because we can see a number of red flags that may indicate what and where the problem is among our sales team. Pam Browner has twice the pending deals than any other rep, and perhaps she's overloaded. Or perhaps it's Chengdu water. With 200 grand on the line, they might be holding out for an extra layer of proof of suitability before entering negotiations. Or maybe it's a geographic thing, with our sales reps in the Northeast and Southeast needing some extra help when it comes to the proof of concept stage. Whatever the reason, the sales funnel puts it right there for you to see and to address. Because what flows through the sales funnel is the lifeblood of your business.