---
title: 2. Analyze Sales Stage Fallout
slug: aug26-cja-b2b-hol/2-analyze-sales-stage-fallout
docTags: 
createdAt: 2026-08-14T20:19:44.725Z
---

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:**

1. Add a **Fallout visualization** to your workspace.
2. Set the **container** to **Opportunity**.
3. Add the following stages in order using the **Sales Stage** dimension:
   - Discovery & Needs Assessment
   - Solution Presentation
   - Negotiation

![](https://main--summit-labs--aemsites.aem.live/analytics/l120/media_17662be1242a69cc1a9190257aef9676c24064d3c.png?width=750\&format=png\&optimize=medium)

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 Checkpoint / 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**.