Proven Results
Funnelcast Focus: Proven Results
The Focus ranking automates and optimizes resource prioritization. How well does the Focus ranking work in practice? Deal prioritization is often ad hoc and undocumented. It’s hard to get a definitive process to compare to. But when we ask sales leaders how they prioritize, we hear either “by sales stage” (sometimes by Forecast Category) or “by deal size.” Later-stage and bigger deals (with anticipated close dates in the quarter) get priority attention.
With that in mind, we analyzed in-quarter new and expansion sales from five actual companies and compared sales resulting from late-stage and biggest deals (as a proxy for the company deal prioritization) to the Focus ranking. Each week, for 78 weeks, we computed sales from the late stage or biggest deals list compared to a same-sized Focus-ranked list. These lists averaged about 20% of the total in-quarter open pipeline by deal count. The ratios of the two results are presented below. Anything over 100% means that the Focus ranking yielded more sales.
In-quarter sales from Focus ranking compared to baseline company priority list (100%)
Funnelcast Focus ranking on average produced 58% more in-quarter sales than prioritizations based on stage or deal size (and lists based on forecast category or deal scores too). That’s because the Funnelcast Focus is always on the efficient frontier.
Check out How Efficient Sales Frontier works.