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How does the sales funnel analysis work?
How does the sales funnel analysis work?

What does the sales funnel mean in my insights dashboard?

Taylor Holmes avatar
Written by Taylor Holmes
Updated today

The funnel analysis gives you a good idea of how an opportunity moves through your funnel to ‘won’.

Opportunities are counted as won when they are either in the “won” stage, or if they have a probability of 100%.

For all opportunities closed in the selected period, it calculates how many you needed in each preceding stage to get to this end result.

Additionally, it calculates how long opportunities stayed in each stage on average.

What the report shows:

  1. In the leftmost column, the black numbers in bold show how many of the closed opportunities moved through the stage.

  2. In the next column, the gray text between brackets is the average duration that opportunities remained in the stage. This shows how the time between creating the opportunity and winning it is distributed among the different stages of your sales process.

  3. Then, it shows the stage names and - next to the little downward arrows - the percentage of opportunities that moves to the next stage.

  4. The last column shows how many opportunities that make it to a certain stage also make it to "Won". This number should be close to its stage probability (otherwise you may need to adapt it).

Why is the sum of days of the sales funnel analysis not equal to the Average Sales Cycle report?

The sales funnel analysis report can only reliably see how long an opportunity has been in a certain stage, and will show averages of those durations.

On the other hand, the average sales cycle will report on the difference between the custom field “start date” and the “close date” of an opportunity.

When a start date has been set to a date before the opportunity was created in Salesflare, the sales funnel analysis can’t know in which stages this time was spent, so it won’t report on it.

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