The Opportunities & Sales Funnel module is where future revenue takes shape. It gives managers a clear view of every deal in motion - what’s progressing, what’s stalling, and what needs attention. By using this area strategically, you can coach sellers to maintain accurate funnels, improve forecasting reliability, and strengthen organizational alignment between effort, opportunity, and results.
By mastering Opportunities & Sales Funnel management, you’ll strengthen your ability to:
Evaluate the health of your team’s pipeline and identify gaps early.
Coach sellers to log pending dollars at the first sign of opportunity and update stages regularly.
Use funnel visuals and opportunity data to guide focused, outcome-driven coaching sessions.
Calibrate forecasts by comparing pending, booked, and historical data across sellers or categories.
Reinforce disciplined funnel maintenance as part of weekly routines, ensuring cleaner data and stronger predictions.
Use this checklist to confirm you can confidently oversee, coach, and maintain the accuracy of your team’s opportunity pipeline.
I can view the Sales Funnel and Opportunity List to see where deals sit in the pipeline.
I can coach sellers to enter pending dollars early and update stages promptly to reflect reality.
I can use the funnel to spot bottlenecks or stalled opportunities and address them during coaching.
I can calibrate forecasts by reviewing pending, booked, and historical data with my sellers.
I can schedule and lead weekly funnel clean-ups to maintain data accuracy and strengthen forecasting confidence.
