What are “Excluded” opportunities?

To give you the best results, the funnel only includes opportunities that spent time in at least one of stages currently displayed in the funnel; opportunities that weren’t in one of these stages count as “excluded.”

You can choose which stages are shown by clicking the “Configure Stage List” button above the chart.

Why aren’t all my stages shown?

You can choose which stages are shown by clicking the “Configure Stage List” button above the chart.

Until you select otherwise, the app makes its best effort to choose the appropriate stages by assuming organizations are following recommended best practices for arranging your stages. Best practice is to organize your stage picklist into three groups:

  1. “Open” stages in order from earliest to latest according to your sales process
  2. All Closed Won and Closed Lost stages
  3. “Placeholder” stages (like “stalled”) or stages for renewal opportunities

The Sales Funnel displays all stages in Group 1 in ascending order and ignores stages in Group 3 (i.e. all open stages after your first Closed Won or Closed Lost stage) since most people prefer excluding them from the funnel.

Why do I only see some of our closed opportunities in certain stages?

The Sales Funnel app can only access the opportunities the user has permission to view. If the user is restricted from seeing other opportunities (e.g., other teams or employees), they won’t be included.

What date range is shown?

For most companies the app will show your conversion rates for opportunities closed in the past 365 days. However, if you’re a large company that closes many opportunities per month (typically >1,000), then you’ll see a shorter timeframe. This is because Salesforce only allows apps to access up to 50,000 opportunities. The Sales Funnel gets the 50,000 most recent opportunities and then adjusts your date range accordingly.

Why don’t my open opportunities show up?

Only closed (won or lost) opportunities are used for the calculations. Open opportunities aren’t included because they bias the results for early stages.

How are conversion rates calculated?

  • % Conversion To Next – Percent of closed opportunities that converted from this stage to the next stage
  • Conversion % From Top – Percent of closed opportunities that made it to this stage
  • Won % – Percent of closed opportunities that converted from this stage to a won deal

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