What percent of your opportunities do you convert?
And where is the dropoff? Do you need to improve your demo stage, or your closing stage?
Funnel conversion rates are critical to tuning a sales team. But yet the data is surprisingly complex to generate given that opportunities can follow non-linear paths through stages. Plus, the real power of funnel analysis comes with filtering and comparing different segments or date ranges.
How do your veterans convert deals better than rookies?
Are some of your salespeople better at converting in certain stages than others?
If you see significant differences between salespeople in conversion rates — either for certain stages or for overall conversion to deal — it could indicate an opportunity for sharing techniques to improve performance.