Access Funnel Analytics by selecting Revenue Analytics >Funnel Analytics from the main navigation bar in Ebsta's Console.
Funnel Analytics reveals transformative insights about your sales processes. One of the key features is the stage-by-stage conversion rate analysis, enabling managers and RevOps leaders to pinpoint exactly where improvements are needed to boost win rates.
Funnel Analytics also provides benchmark data on the average duration for each sales stage and the average time it takes to close an Opportunity, offering invaluable perspectives for shortening your sales cycles. Also slippage insights show you precisely at which stages Opportunities tend to slip, allowing you to proactively address bottlenecks. Combined, these insights empower you to dramatically improve sales velocity, making Funnel Analytics not just a tool but a growth accelerator for your revenue team.
By default, Ebsta displays the analytics for the previous quarter. You can use the filter to view a previous quarter or years' performance.
Managers can also use the filter to look at specific user's or team's performance and performance by record type.
Velocity is a measurement of how quickly Opportunities are moved through the sales pipeline and generate revenue in the selected timeframe.
Opps Closed is the total number of Opportunities Closed in the selected timeframe.
Win Rate is the percentage of qualified Opportunities in the users' pipeline that they've Closed Won in the selected timeframe.
Won Revenue is the percentage of revenue in the users' pipeline Closed Won in the selected timeframe.
AVG Cycle is the average number of days an Opportunity spent in the Open Pipeline before being Closed Won in the selected timeframe.
AVG Amount is the average value of Closed Won Opportunities in the selected timeframe.
The funnel chart represents the different stages in the sales process. The stacks represent the number of Opportunities in each stage and the lighter blue stack on the right shows what percentage of these Opportunities converted to the next stage. So in the example below, the Qualification phase has an average stage duration of 20 days, 208 Opportunities were in this stage and 76% of them converted to a later stage in the sales process.
The stacks display in different colours to show a representation of what has happened to the Opportunities in this stage.
Green: Opportunities have converted to next stage or have been closed won.
Amber: Slipped Ops
Blue: Ops still open
Red: Ops lost.
If you hover over a stack in the chart, Ebsta displays a tooltip box to give further insights. Ebsta also displays the related deals in the sidebar.
Underneath the chart, the table displays the duration and conversion performance by users at each stage.
So for example, James Worthington has managed to convert 81% of his Ops from Prospecting to the Qualification stage. 4% of deals from Prospecting have been lost and 15% are still open in this stage. You can click on the table to show deals in more detail in the sidebar.
Use the toggle button to switch the view between duration and conversion performance.
Converted is the percentage of Opportunities that advanced to a later stage during the specified period. Conversion Rate (%) = (Number of Ops that Advanced / Total Opportunities that Entered the Stage) × 100
Duration is the average number of days taken to convert an Opportunity to a later stage and the vs (in red) is the average number of days of Opportunities that not only progressed to a later stage but that were also Closed Won.