Select 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 a deal, offering invaluable perspectives for shortening your sales cycles. Also slippage insights show you precisely at which stages deals 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 Deals are moved through the sales pipeline and generate revenue in the selected timeframe.
Deals Closed is the total number of Deals Closed in the selected timeframe.
Win Rate is the percentage of qualified Deals 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 a Deal spent in the Open Pipeline before being Closed Won in the selected timeframe.
AVG Amount is the average value of Closed Won Deals in the selected timeframe.
The funnel chart represents the different stages in the sales process. The stacks represent the number of Deals in each stage and the lighter blue area to the right of the stack shows what percentage of Deals that convert to the next stage. So in the example below, the Qualified to Buy phase has an average stage duration of 16 days, 40 Deals were in this stage and 45% of them converted to the next stage in the sales process.
The stacks display in different colours to show a representation of what has happened to the deals in this stage.
Green: Deals have converted to next stage or have been closed won.
Amber: Slipped deals
Blue: Deals still open
Red: Deals 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 user at each stage.
So for example, Sam Fredericks has managed to convert 58% of his deals from Accepted Discovery to the Qualified to buy stage. 35% of deals from Accepted Discovery have been lost and 7% have slipped. 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.
Duration is the average number of days taken to convert to the next stage and the vs is the average number of days of all converted and won Deals. Again you can click on the table to open the sidebar to view the related deals.