Understand observed funnel progression and conversion

Before you start

Use your own authorised staff account in the intended Britixo workspace. The Sales CRM module must be available and your role must include the permissions stated above. Existing leads, customers, communications and customer portal pages retain their normal access rules.

Follow these steps

1. Start with Unique starters: the number of distinct accessible opportunities with a qualifying recorded entry.
2. Read Reached on each bar and its percentage of starters.
3. For stages after the first, compare the percentage from the previous selected stage.
4. Select a bar and inspect current stage separately from recorded path progress.
5. Use Not yet at next step to investigate opportunities that reached this milestone without reaching the next selected milestone in order.

Behavior and limits

• Percent of starters is the number reaching a selected milestone divided by unique starters, displayed to one decimal place.
• Percent from previous stage is the number reaching this milestone divided by the number reaching the previous selected milestone. No preceding-stage records is distinct from a zero-percent conversion.
• The first bar includes every qualifying starter. Each later count can only stay equal or decrease because its records must have completed every preceding selected milestone.
• Example: for New → Qualified → Won, a recorded path New → Won does not count as reaching Qualified or completing the path. It does not prove that the opportunity was ever qualified.
• If that same opportunity later enters Qualified and then Won, those later observed entries can complete the path. An earlier out-of-order Won entry is not reused retroactively.
• Revisits and unselected stages do not erase already-observed progress. Leaving the pipeline and returning later also does not reset achieved milestones; later selected milestones must still occur in order.
• Several moves can share a timestamp. Their recorded entry identifiers determine order, preserving the sequence of completed writes.
• Completed chosen path does not necessarily mean currently Won. A path can end at any selected stage, and a completed opportunity can later reopen or change its current stage.
• Not yet at next step describes observed progression at refresh time. It does not mean the opportunity is lost, permanently dropped or predicted to fail.
• The report is based on recorded entries available since tracking was introduced. Missing earlier history is not backfilled from current stage, prose events or assumed sales-process order.
• Owner, currency, archived state, permissions and current-stage labels are evaluated for the current report. Historical stage cards preserve captured labels, while funnel labels use the current stage catalogue.
• These measures are counts and percentages, not monetary revenue, duration estimates or predictive probabilities.

Check it worked

• Check that each later reached count is no larger than the previous one.
• Compare a selected record’s milestone timestamps with View stage transitions.
• Distinguish an empty denominator from a zero conversion percentage.
• Check Current stage and Current outcome before deciding which records need follow-up.

Troubleshooting

• A currently Won deal can remain at an earlier funnel milestone if a selected intermediate stage was never recorded in order.
• A reopened deal can still show a completed historical path; use Win cohorts for current-Won elapsed-time analysis.
• If names differ between history cards and funnel bars, check whether stages or pipelines were renamed.
• If a report changes between staff members or refreshes, compare current access, owner, archive and currency filters.
• Do not interpret the entry-date end as the end of subsequent observation. Read Observed through.

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