Published at: 2026-09-17
Opportunity stage progression metric definitions
Overview
Use these definitions when reviewing Opportunity Stage progression analysis.
| Metric | Calculation |
|---|---|
| Total Opportunities | All Opportunities that entered the stage |
| Total Opportunity Amount | Sum of Forecast Amount for Opportunities that entered the stage. The Closed Won stage uses the final Opportunity Amount |
| Forecast Amount | Opportunity Amount multiplied by Win Rate |
| Average Time in Stage | Total time spent by Opportunities that left the stage, divided by the number of those Opportunities |
| Drop-offs | Opportunities that moved directly from the stage to Closed Lost or Invalid |
| Drop-off Rate | Drop-offs divided by Total Opportunities, multiplied by 100% |
| Stalled Opportunities | Opportunities that remain in the stage |
| Sales Cycle | Average time from Opportunity creation to Closed Won |
| Average Deal Size | Average Opportunity Amount for Closed Won Opportunities in the current Sales Process |
| Overall Conversion Rate | Total Opportunities in the stage divided by Total Opportunities in the first stage, multiplied by 100% |
Average Time in Stage and Sales Cycle appear in days, hours, minutes, and seconds. The chart uses different colors for stage movement, stalled Opportunities, and drop-offs. Refer to the current chart legend.