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Sales funnel
The Sales funnel report is designed to help you analyze which amount and percentage of leads converts to customers, quotations, orders, and actual sales during the selected period.
To view the report:
- Go to CRM.
- Under Reports, click Sales funnel.
- Specify the report period and click Generate.
The report is shown as a bar chart. Each section represents a sales process stage that a lead goes through:
| Stage | Description |
|---|---|
| New leads | Includes leads created within the report period. |
| Converted leads | Includes leads converted to customers within the report period. |
| Quotations sent | Includes a first quotation posted for each new customer converted from a lead within the report period. |
| First order | Includes a first sales order posted for each new customer converted from a lead within the report period. |
| Sold | Includes a first sales invoice posted for each new customer converted from a lead within the report period. |
| Repetitive sale | Includes all sales invoices, except the ones from the Sold stage, posted for customers converted from leads within the report period. |
For each sales process stage, the following details are shown:
- Total amount
- Conversion percentage
- Quantity of leads or source documents
You can view source data for these details. To do this, double-click any sales process stage. The source data is shown as a table. It contains sections representing sales process stages. For each stage, the table shows a list of source leads or documents with their amounts:
- Stages New leads and Converted leads show Potential (excluding tax) amount specified in lead cards before their conversion to customers.
- Other stages show the amounts of the corresponding documents excluding tax.
All the amounts are in the company's presentation currency.
Conversion percentage for any stage is calculated by the following formula:
Conversion percentage = (Quantity of unique customers at stage/Quantity of New leads) × 100%
For example:
At the New leads stage, there are four leads: A, B,C, and D. Each of them is for a different individual. Leads A and B are converted to customers. A quotation, sales order, and sales invoice are posted for A and for B. After that, two more sales invoices are posted only for A.
Then:
- The New leads stage shows 100% (4 leads)
- The Converted leads stage shows 50 % (2/4×100).
- The Quotations sent stage shows 50 % (2/4×100).
- The First order stage shows 50 % (2/4×100).
- The Sold stage shows 50 % (2/4×100).
- The Repetitive sales stage shows 25 % (1/4×100). This is because repetitive sales occurred only for one of the two customers (A). These sales are registered with the two more sales invoices posted for that customer.