2. Analyze Sales Stage Fallout
3 min
use this template to create your major lessons each page should list key takeaways and objectives clearly label and number each lesson and exercise for easy reference 2 1 objectives in this exercise, you will learn how to analyze how opportunities progress through the sales funnel and identify where the largest drop offs occur by the end, you will be able to pinpoint the stages where tensorrack is losing momentum and focus attention on the most critical areas for improvement 2 2 exercise tensorrack’s leadership knows pipeline volume is strong, but deals are not progressing as expected as the revops lead, your first task is to understand where opportunities are dropping off across the sales funnel in this exercise, you will build a fallout visualization to analyze how opportunities move from stage to stage and identify where the largest drop offs occur steps add a fallout visualization to your workspace set the container to opportunity add the following stages in order using the sales stage dimension discovery & needs assessment solution presentation negotiation deal closure do not include opportunity creation in this fallout opportunities are not assigned until stage 2, so stage 1 cannot be used with the opportunity container each step represents opportunities progressing through the sales process focus on identifying where the largest drop off occurs between stages 2 3 ch eckpoint / reflection this type of exercise demonstrates how cja quickly surfaces actionable insights using visualizations a simple fallout visualization demonstrated that deals are stalled/lost during the solution presentation stage
