Presented by:Md. Zafar UllahHow-to Make a Sales PipelineFunnel Excel Chart Template
HEAD or TAIL- Problems with Funnel chart- Then Why?6/18/2013 2
Problems with Funnel Chart• The chart may have the potential to misleadreaders.• The area of each section may not represent thedata proportionally to other sections.– For instance, if your values for each section/category arethe same, then the size of the top section is notproportionally equal to the bottom section even thoughthey are the same value.6/18/2013 3
• So be careful when using this as arepresentation of your data.6/18/2013 4• In this graphic, it can be deceiving toreaders that the Sales in Prospectingphase are much larger than those inthe Negotiation phase, when inreality, they are exactly equal.• The graphic is basing the height onthe category value, not the width orvolume of the section.Problems with Funnel Chart (cont.)
Then Why?• Even though this may be a bad graphic fromall design and data visualization perspectives,you may be asked to create this type ofgraphic for your Executive Dashboard.– Your first step should be to talk with the powers that beabout the issues with this type of chart.– If your client or executives or managers still want this aspare of the Company Dashboard, then give the people whatthey want.– That is why you will see this type of chart in many well-known software packages like Salesforce.com.6/18/2013 5
6/18/2013 6• Lets say you are theDashboard Designer for yoursales organization.Then Why? (cont.)
• Lets say that your sample datahas categories from your salesorganization on how the salespipeline looks for thecompany.6/18/2013 7• This is your data in Excel.– Presently there are 652 sales opportunities in the Prospecting stageworth $33.6M.– This is the start of the sales cycle for your company and each salesopportunity may be at a different level in the sales cycle.Then Why? (cont.)
6/18/2013 8- Typically there are less and lessat each progressive stage of thesales cycle because deals are notalways a done deal.- Some people in the prospectingstage may change their mindand not purchase anything.- Another potential sale that is in the Presentation stage may not getclosed because the buyer chose another company to handle thebusiness.Exceldatafile Then Why? (cont.)
6/18/2013 9- However, not all sales fall out ofthe pipeline and yourorganization may be able tocalculate the likely percentagethat any given opportunity mayclose from each stage of thesales cycle.- This is why organizations like to see this data in a pipeline orfunnel format because each stage fills the next stage in the cycle.- And if you don’t have enough sales in each part of the pipeline,your company will have uneven cash flows as each sale will mostlikely have an average closing time from start to finish.Exceldatafile Then Why? (cont.)
HOW TO MAKE FUNNELCHART in EXCEL- Sales Funnel or Sales Pipeline Chart or Graph in Excel- The Breakdown- Step-by-Step Tutorial6/18/2013 10
Funnel Chart or Graph in Excel- Looking at the standard set of chartsthat are available in Excel, the closestrepresentation of what we are lookingfor is a Stacked Pyramid chart.- More specifically, a 100% StackedPyramid chart since our datarepresents 100% of the sales pipelinedata and we are not trying to comparethe data from one pyramid to another.- You will find the 100% StackedPyramid chart under the ColumnChart menu in the Insert Ribbon.6/18/2013 12
The Breakdown6/18/2013 131) Create a 100% Stacked Pyramid Chart2) Flatten it to 2D3) Flip it upside down4) Label and Clean it up
Step-by-Step Tutorial6/18/2013 141) Highlight the Data fromA2:B6 (From “Prospecting” toNegotiation Value of “45”) and fromthe Insert Ribbon, choose the ColumnMenu from the Charts Group and thenselect 100% Stacked Pyramid.
Step-by-Step Tutorial (cont.)6/18/2013 15The resulting chart will look like above
6/18/2013 162) In the chart, select thedata series for Series one byclicking on thepyramids. Then from the“Design Ribbon”, select“Switch Row/Column” fromthe Data Group.Step-by-Step Tutorial (cont.)
Step-by-Step Tutorial (cont.)6/18/2013 17The resulting chart will look like above
Step-by-Step Tutorial (cont.)6/18/2013 18The resulting chart will look like aboveThe funnel chart isstarting to take shape.
6/18/2013 193) Right click on the chart andselect “3D Rotation…” fromthe menu or you can also seethis as a choice from theLayout Ribbon in theBackground Group.Step-by-Step Tutorial (cont.)
6/18/2013 204) Change the RotationSettings as follows:X=0Step-by-Step Tutorial (cont.)
6/18/2013 214) Change the RotationSettings as follows:Y=0Step-by-Step Tutorial (cont.)
6/18/2013 224) Change the RotationSettings as follows:Y=0Step-by-Step Tutorial (cont.)Now we are getting really close to the FinalSales Funnel Chart in Excel.
6/18/2013 235) Right click on the chart’sVertical Axis and select“Format Axis…” from themenu or you can also seethis as the Primary VerticalAxis choice from the LayoutRibbon in the Axis Group.Step-by-Step Tutorial (cont.)
6/18/2013 245) and choose “Values inreverse order” from the AxisOptions Dialog Box.Step-by-Step Tutorial (cont.)
6/18/2013 255) and choose “Values inreverse order” from the AxisOptions Dialog Box.Step-by-Step Tutorial (cont.)Now we just need to clean up the Chart andgive it some Data Labels.
6/18/2013 26• Remove the Vertical Axis – Click on the VerticalAxis and press your delete key.• Remove the Legend – Click on the Legend andpress your delete key.• Remove the Horizontal Gridlines – Click on thehorizontal Gridlines and press your delete key.• Remove the Category Label – Click on the #1 atthe top of the Sales Funnel and press your deletekey.• Add Data Labels – Click anywhere in the chart andchange Data Labels to “Show” from the LayoutRibbon in the Labels Group.6) CleanupStep-by-Step Tutorial (cont.)
6/18/2013 277) Admire your handy work.Step-by-Step Tutorial (cont.)Your Sales Funnel for Excel should now becompleted and should look like this.
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