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Pipeline & funnel
Stage conversion rate
The share of opportunities that move from one stage to the next. Multiplied along the funnel, the stage rates give the overall lead-to-close rate.
Owned by: Entry sales analystTest band: Entry sales analyst
The formula
Stage conversion % = Opportunities exiting to next stage ÷ Opportunities entering the stage
In practice
Measure it by cohort — deals that entered the stage in a month — not by counting what is in each stage today, or a growing pipeline flatters every rate.
The kind of thing the test asks
- 200 opportunities entered the proposal stage and 50 moved to negotiation. The proposal-to-negotiation conversion rate is…
- Computing stage conversion from a snapshot of what is in each stage today…
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