Probability to close. Even if your sales team has hundreds of high-value leads in the pipeline, salespeople may not be successful in winning a majority of those opportunities. Estimate how likely each lead is to convert into a customer based on your team’s conversations with them, their current stage in the sales pipeline, and other criteria that signal their eagerness to strike a deal.  

sales funnel flowchart


Visual Website Optimizer – As a smart marketer, you already know that it’s important to test different versions of your website design to see which one works best. That’s why Visual Website Optimizer is so valuable. It uses heatmaps to show you which design elements on your site are getting the most attention. VWO also enables you to receive feedback from visitors so that you can see exactly which parts of your site need improvement and which parts are working well. This is a critical sales funnel step that can help you pinpoint any problem areas on your site and even expedite your company’s growth.

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Create content and use tactics that help to keep them connected with your brand, even when they are not actively engaging with it. One of the most effective ways to boosts engagement is through Newsletters. This will keep them up-to-date about your latest products and discounts, major sales that they shouldn’t miss or any changes you make with regards to the terms & conditions of your service.

sales funnel google sheets


Your company might target financial services companies with 5,000 or more employees, or small service businesses with fewer than 100 employees. Or, you may be only interested in manufacturing companies of a certain size. Within those categories, you also might identify individual lead profiles, such as title or job description and role in the decision-making process -- e.g., economic buyer, end user, influencer. How closely a lead aligns with your ideal customer profile will determine whether and when you hand it over to the sales team.

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Sales rep success and skills shortage. A good sales pipeline also provides insight into which of your salespeople closes the most sales, has the highest ticket values, and needs more help and training to hit their quota. With this information, you can provide them with the assistance they need to improve their performance and get their sales numbers on track. 
But what’s a sales funnel? It’s a visual representation of a traditional sales process from start to finish. It represents the buyer’s journey. From their first contact with your business until they make a purchase. It’s called a funnel because of its conical shape. Also because it “filters” visitors and converts them to customers. Confused? We got you covered.
Buffer – Social media marketing is an important way to help people discover your brand. Buffer saves you some time by enabling you to post updates to multiple social media channels all at once. Also, you can submit a number of updates at the same time and schedule them to post throughout the day so that you don’t annoy your followers with multiple updates that appear in rapid succession.
LeadForensics – Even if you incorporate a sophisticated lead capture form using Leadformly, there will always be leads that slip through the cracks. LeadForensics lives up to its name by capturing the IP address of your anonymous visitors and uses that address to determine important information about the visitor, such as contact information, demographics, and financial data.

sales funnel graphic template


Resource gaps and overallocation. Within your sales pipeline, you may notice some salespeople are focused on leads who may never convert while unintentionally neglecting prospects who are eager to purchase your products and services and tend to sign larger contracts and deals. Find out ways to better utilize your team’s time to drive better results long-term. 
For some businesses, sales come naturally. Leads can arrive from various marketing campaigns or existing client referrals. Through a number of conversations, those prospects may later convert into paying customers. Among many small and midsize organizations, though, the sales process can be haphazard and unstructured. As a result, sales can be unpredictable. 

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According to this research by McKinsey, a customer narrows down their options based on the initial consideration (brand awareness) and active evaluation (seek information about the products/services). When both of the former factors are in place, it leads to a purchase decision a.k.a sales, albeit just for that moment. This then needs to continue towards the next stages in the sales funnel, .i.e. customer engagement and customer loyalty.
If a sales opportunity does not move down the funnel, the sale will not happen and the opportunity should be removed, hence the “leaky” funnel. A leaky funnel is not necessarily bad; as a salesperson, you want to focus on opportunities that are likely to yield results. It is the nature of sales to have to remove an opportunity from your funnel. It does not mean that you will not sell to that account (a positive action by the customer can put them back into the funnel), but for the time being, you should centre your attention on opportunities that remain in the funnel.

sales funnel metrics


Your company might target financial services companies with 5,000 or more employees, or small service businesses with fewer than 100 employees. Or, you may be only interested in manufacturing companies of a certain size. Within those categories, you also might identify individual lead profiles, such as title or job description and role in the decision-making process -- e.g., economic buyer, end user, influencer. How closely a lead aligns with your ideal customer profile will determine whether and when you hand it over to the sales team.

sales funnel icon


But what’s a sales funnel? It’s a visual representation of a traditional sales process from start to finish. It represents the buyer’s journey. From their first contact with your business until they make a purchase. It’s called a funnel because of its conical shape. Also because it “filters” visitors and converts them to customers. Confused? We got you covered.
Focus on the definition of a Marketing Qualified Lead (MQL). This is the crucial handoff point between marketing and sales, so it’s essential that the teams agree on the terminology. Every company’s definition of an MQL will vary, but it should reflect a combination of traits and actions that indicate a lead is both a good fit for your company and ready to talk to a salesperson. Here’s one way to examine your funnel to assess lead quality and determine whether a lead is ready for sales follow-up:

sales funnel management


Data insights are again the key to funnel optimization. Three other data-driven technologies follow analytics and sales reporting as the most popular sales tools: account and contact management (65%), sales forecasting tools (56%), and customer relationship management (CRM) systems (58%). The latter is a particularly crucial tool for optimization, enabling your business to organize all customer-related data in a central location.
As “State of Sales” finds, salespeople believe a combination of human skills and data-driven insights is needed to convert prospects into customers. In fact, the ability to listen is seen by 78% of those surveyed as an important attribute needed for landing deals. But sales reps also have to demonstrate industry knowledge (74%), trustworthiness (74%), and knowledge of prospects’ business needs (73%).
Salesforce – It’s arguably the case that the “go-to” tool for managing people who are stuck somewhere in the middle of the sales funnel is Salesforce. Of course, once you’ve said “Salesforce,” you haven’t said everything because the company offers a suite of marketing tools. At this stage, though, you’re mainly interested in the Salesforce CRM tool so that you can keep track of your prospects and gently push them forward into the final funnel stage.

The definitions of MQL and SQL (SAL) should be spelled out, and agreed upon, in a service level agreement (SLA). The SLA outlines the terms of how sales and marketing will work together. The SLA should define what MQL and SQL look like, as well as state the time frame and process each team must follow. For example, an MQL has reached a score of 75 through a combination of content engagement and web engagement and fits the ideal customer profile. It must be accepted by sales or sent back to marketing within 24 hours of being assigned. The SLA should be drafted together by both marketing and sales leadership and signed off on by both parties.

sales funnel adalah

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