The Pipeline funnel is a visual summary that shows how many leads are in each stage — and where they're dropping off.
Reading the Funnel
The funnel appears at the top of the Pipeline page. It shows:
- Total leads per stage (as a bar or wedge)
- Conversion rate between stages (e.g. 60% of "Contacted" leads move to "Meeting Scheduled")
- Average time in each stage
The funnel narrows as leads drop off — that's normal. The goal is to identify where the biggest drop-offs happen and fix them.
Common Drop-Off Points
New Lead → Contacted (low conversion) You're not reaching out fast enough. Leads go cold in 48–72 hours. Speed to contact is the #1 factor.
Contacted → Meeting Scheduled (low conversion) Your outreach isn't compelling enough. Review your pitch — is it personalized? Does it show you've done research on their business?
Proposal Sent → Negotiation (low conversion) Your pricing or scope isn't landing. Consider offering tiered packages or a smaller starter engagement.
Negotiation → Closed Won (low conversion) You're losing on the close. Common reasons: price objection, they went with a cheaper competitor, decision fatigue (too many back-and-forth emails).
Using Funnel Data to Improve
- Identify the stage with the biggest drop-off
- Look at the leads that dropped — is there a pattern?
- Adjust your approach for that stage
- Monitor the funnel next month to see if the conversion rate improves
Dashboard Metrics
The Pipeline section on your dashboard overview shows:
- Total leads in pipeline
- Leads by stage
- Conversion rate (New Lead to Closed Won)
- Average deal cycle (days from New Lead to Closed Won)
Tips
- Check the funnel monthly — Weekly is too frequent to see trends. Monthly gives you enough data.
- Compare month-over-month — Is your Contacted → Meeting rate going up? If so, your pitch is improving.
- Share with your team — The funnel is a great coaching tool. If one team member has a 40% meeting rate and another has 15%, the data makes it easy to identify who needs support.