How do FS customers measure sales funnel conversion rates?

  • 13 December 2021
  • 2 replies


Wanted to understand how companies using Freshsales track their sales funnel conversion rates? Let’s Imagine that our sales funnel is a typical one  - Inbound lead, MQL, SQL, Deal. Typically we get a deal at the end from an account and that deal can be attached to one or more SQLs (contacts) – in this case, how is conversion rate measured? Since inbound leads, MQLs and SQLs are individual people and at the end we get a deal? So how do we compare these two metrics?

2 replies

Userlevel 4
Badge +8

Hello Saloni, 

Greetings from the Freshworks Community!

The “Lifecycle stages” in the Contacts module lets you track the various stages through which the contact travels. You can edit the stages as per your business model under admin settings > contacts lifecycle stages > edit the stages. 

An analytics report can be created to track the number of contacts present in each of these stages on a particular time period under a specific sales owner to understand the metrics and the progress rates of these contacts. 

Once a new deal is associated to the contact, the same can also be applied as a filter in the reports to track how many contacts are present with a deal and without a deal associated with them. This helps in understanding the number of deals achieved in a specific time frame by a sales owner. 

Please find the sample screenshot below for a report configuration on how to extract the contacts with deal associated to them:


I hope this helps. Please do have this checked and let us know in case of any further queries, our team will be happy to help out!

Have a great day!

Badge +1

An important metric for sales funnels is funnel conversion rate. It is a measure of how many leads have converted during a given period. The funnel conversion rate is calculated by multiplying the number of conversions by the number of leads.