Published at: 2026-09-17
View opportunity stage progression analysis
Identify conversion bottlenecks and progression risks in your Opportunities.
Overview
Opportunity Stage progression analysis shows Opportunity volume, amount, and time in each stage. Sales managers can use it to identify conversion bottlenecks, drop-off risks, and inefficient progression.
Before you begin
Before you begin - Permissions: You need permission to view the relevant Opportunity data and BI charts. - Configuration: The BI platform contains a published Opportunity Stage progression chart. - Data: Opportunities have produced stage history in a Sales Process.
View the analysis
- Open the Opportunity Stage progression chart in the BI platform.
- Select a Sales Process and reporting scope.
- Review Total Opportunities, Total Opportunity Amount, and Overall Conversion Rate.
- Compare stage movement, stalled Opportunities, and drop-offs across stages.
- Review Average Time in Stage to find slow stages.
- Review the Sales Cycle and Average Deal Size for Closed Won Opportunities.
Metric definitions
| Metric | Definition |
|---|---|
| Total Opportunities | All Opportunities that entered the stage. An Opportunity is counted in each stage it entered |
| Total Opportunity Amount | Sum of Forecast Amount for Opportunities that entered the stage. The Closed Won stage uses the final Opportunity Amount |
| 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 creation to Closed Won for Closed Won Opportunities in the selected Sales Process |
| Average Deal Size | Average Opportunity Amount for Closed Won Opportunities in the selected Sales Process |
| Overall Conversion Rate | Total Opportunities in the stage divided by Total Opportunities in the first stage, multiplied by 100% |
The chart uses different colors for stage movement, stalled Opportunities, and drop-offs. Refer to the legend in the current BI chart.
Interpret the results
- Many stalled Opportunities: Review Stage Tasks, account feedback, and internal coordination.
- Long Average Time in Stage: Compare the stage with other stages or historical periods to identify a bottleneck.
- High Drop-off Rate: Review Lost-Deal Reasons and invalidation reasons for demand, competition, or solution issues.
- Sharp decline in conversion: Start with the stage that shows the largest decrease. Review its Entry Criteria and key sales activities.
- Longer Sales Cycle: Use Average Time in Stage to locate the stages causing the delay.
Note: Total Opportunities counts every Opportunity that entered a stage. It is not the number of Opportunities that remain in the Current Stage. Use Stalled Opportunities for the current count.
Verify the results
- The selected reporting scope matches your analysis objective.
- Stage metrics correspond to the selected Sales Process.
- You can explain unusual stages using stalled, drop-off, and average-duration metrics.