The sales funnel process outlines 6 key stages to progressing a sales opportunity from initial contact to closing a deal. Each stage has criteria that must be met to yield the associated percentage chance of winning the opportunity. The stages are: 1) Discovery, 2) Needs Analysis, 3) Qualifying, 4) Proposal, 5) Negotiations, 6) Closed Won. Advancing through each stage increases the potential for winning the deal from an initial 10% to a final 100% chance of winning.

1. Sales Funnel Process
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Name Yield Criteria
Sales
Effort
1 Discovery 10%
• Meets target criteria
• Potential sponsor identified
• Initial contact established / appointment set
• Opportunity established in CRM
20%
2 Needs Analysis 25%
• Pain admitted by sponsor or goal identified
• Sponsor has agreed to explore solution / next steps identified
• Multiple contacts identified
• Sponsor grants access to decision maker (in writing preferred)
• Opportunity estimated and sized
20%
3 Qualifying 40%
• Contact established with decision maker
• Value proposition articulated and agreed to
• Proposal requested
• Evaluation plan proposed and agreed to (if required)
25%
4 Proposal 60%
• Proposal developed and delivered
• Evaluation underway (if required)
• Pricing refined and locked in
• Decision framework articulated (stakeholders, issues and process)
15%
5 Negotiations 75%
• Evaluation completed successfully (If required)
• Contract negotiation underway
• All key Terms & Conditions agreed to
• Documents in process
15%
6 Closed Won 100% • Documents signed and implementation started 5%
7 Kick-Off
• Kick-off meeting completed - SME's trained
• Scripts definition
8 User Acceptance Testing
• Scripts updated or custom development complete
• User acceptance testing in process
9 Production • ARCH in producing revenue