The sales funnel is the most useful report and analytical tool used in sales. It answers the questions associated with you sales pipeline that allow a sales manager to answer the following questions:

1. What is my sales prognosis for any specific time frame?
2. How long does it take from the initiation of a sale to get to revenue generation?
3. Where are the areas of improvement in my sales process that can be influenced to change both the volume and value of sales?
4. How changes (both internal and external) effecting my sales.

A sales funnel in practical terms is a report.

It starts of with leads and moves through the process step by step. e.g. it could contain the following steps:

1. Leads
2. Prospects
3. Offer made
4. Offer accepted
5. Contract signed
6. Processing order
7. Delivery
8. Invoice raised
9. Invoice paid

At each step you would see the data like:

No.  - i.e. number of leads, prospects or invoices raised.

Value - the value of the leads, prospects or invoices raised.

Time - time counter from the beginning of the process.

The sales funnel is a dynamic report, so whenever it is generated it need to have a time stamp as a reference point.

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• Telecommunications