Opportunities Analytics
Stage Conversion Analytics
Stage Conversion Analytics is a configurable funnel report designed to measure opportunity conversion rates and sales velocity between stages.
This analytic helps teams identify where opportunities are progressing successfully and where deals may be slowing down or dropping off within the sales process.
Accessing Stage Conversion Analytics
Section titled “Accessing Stage Conversion Analytics”To access Stage Conversion Analytics:
- Navigate to Opportunities
- Select the desired pipeline
- Click Analytics
- Select Stage Conversion Analytics
What You’ll See
Section titled “What You’ll See”Each saved analytic tracks:
- Conversion percentages between stages
- Average time between stages
Users can configure analytics using:
- Pipeline
- Selected stages
- Default filters
- Saved analytic names and descriptions
Available Reports using Staged Conversion Analytics
Section titled “Available Reports using Staged Conversion Analytics”Funnel View
Section titled “Funnel View”Displays:
- Conversion percentages between stages
- Average duration between stages
Details View
Section titled “Details View”Displays the individual opportunities behind the funnel metrics, including:
- Stage entry timestamps
- Time spent in stages
- Converted opportunities
- In-flight opportunities
- Drop-offs
How It’s Used
Section titled “How It’s Used”Teams commonly use Stage Conversion Analytics to:
- Identify funnel drop-off points
- Measure sales velocity
- Investigate stalled opportunities
- Compare funnel performance across teams or lead sources
- Evaluate process bottlenecks within the sales cycle
Managers often use the Details View to investigate opportunities that failed to progress to the next stage.
Available Filters
Section titled “Available Filters”Saved analytic settings include:
- Pipeline
- Selected Stages
- Default Lead Sources
- Default Agents
- Date Range
- Analytic Name and Description
Inline filters include:
- Date Range
- Lead Sources
- Agents
- Funnel or Details View
Best Practices
Section titled “Best Practices”Build Funnels Using Real Sales Progression
Section titled “Build Funnels Using Real Sales Progression”Selected stages should follow the actual order opportunities move through your sales process.
Stages configured out of sequence may produce misleading conversion results.
Investigate Low-Conversion Stages
Section titled “Investigate Low-Conversion Stages”Low conversion percentages often indicate:
- Process bottlenecks
- Qualification issues
- Rep coaching opportunities
- Inconsistent follow-up
Monitor Stage Velocity
Section titled “Monitor Stage Velocity”Long average durations between stages may indicate opportunities are stalling within the funnel.
Reviewing stage velocity regularly can help identify operational inefficiencies or follow-up gaps.
Troubleshooting
Section titled “Troubleshooting”Why Are Opportunities Showing in Details View That Did Not Convert?
Section titled “Why Are Opportunities Showing in Details View That Did Not Convert?”The Details View intentionally includes:
- Converted opportunities
- Non-converted opportunities
- In-flight opportunities
This helps teams investigate both successful and unsuccessful opportunity progression.
Why Does My Funnel Look Incorrect?
Section titled “Why Does My Funnel Look Incorrect?”Stage order determines the funnel flow and directly impacts conversion calculations.
If stages are selected out of sequence, the funnel may produce misleading or unexpected results.
Important Things to Know
Section titled “Important Things to Know”Estimated Close Date is Not Used
Section titled “Estimated Close Date is Not Used”This analytic is based entirely on stage transition timestamps and does not rely on Estimated Close Dates.
Low Sample Warnings
Section titled “Low Sample Warnings”Funnels with fewer than 10 opportunities in a stage transition are flagged to indicate potentially unreliable conversion percentages due to small sample sizes.