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For business · Sales funnel

Sales funnel analysis in CRM: find the weak stage.

A step-by-step way to check stage conversion, stalled deals and loss reasons in your CRM sales funnel.

  1. Use one definition for every stage

    Before calculating anything, define what each stage means and which event moves a deal forward. If reps use the same status differently, stage conversion is not comparable.

  2. Measure transitions, not only overall win rate

    The final win rate does not tell you where deals are lost. Compare conversion between each pair of key stages and find the transition that changed most.

  3. Check time spent in the stage

    Low conversion and rising stage time often travel together. Review typical time in the stage and the deals that are materially older than your normal sales cycle.

  4. Review lost deals with data coverage in mind

    Loss reasons are useful only when the field is filled consistently. Check coverage first, then compare reasons by stage, rep and source.

  5. Compare like-for-like periods

    Funnels are sensitive to seasonality and sales-cycle length. Use comparable periods and the same rules for including deals, otherwise conversion can move simply because the reporting window changed.

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For business · Sales funnel

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