The Sales Funnel configuration allows managers to define the stages sellers use to log opportunities. Each stage can include requirements for confidence percentage, close week, and dollar values, ensuring opportunities are tracked consistently across the pipeline.
For managers, configuring the funnel is critical because it:
Standardizes the Pipeline: Ensures all sellers follow the same stage definitions, making reports meaningful.
Improves Forecasting: Confidence percentages tied to each stage create more accurate pipeline visibility.
Increases Accountability: Required fields (close week or dollar values) prevent incomplete or “soft” entries.
Supports Coaching: Gives managers clear insight into where opportunities are stalling, so they can coach sellers effectively.
Drives Consistency Across Units: Enforced funnel stages align expectations across business units, preventing “customized” interpretations of progress.
A well-configured funnel makes pipeline reviews more productive and ensures managers can trust the data in forecasts.
