Proven Results
Proven Results: Funnelcast Focus
Boosts Sales Productivity 60%
The Focus ranking automates systematic deal prioritization—so teams can focus on execution. In our study, working deals on the Focus (compared to company priority lists) yields, on average, a 60% productivity improvement. Deal prioritization is often ad hoc and undocumented. When we ask sales leaders how they prioritize, they say 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.
Despite the math behind it, using the Focus is simple—just like working a to-do list. Start at the top and work your way down. For each deal, apply your own judgment: Can I materially advance this deal right now? If yes, work it. If not, move on. Got more time, keep going. The whole pipeline is rank-ordered for you.
That’s it. The optimization happens in how the list is constructed. The value comes from consistently working the right deals earlier in your quarter.
End your day knowing you've done you best to advance your cause. Tomorrow there will be another list.
We analyzed in-quarter new and expansion sales from five companies and compared sales resulting from late-stage and biggest deals (as a proxy for the company deal prioritization) to the Focus. The study below represents 700 comparisons. Each week, for 78 weeks, we computed sales from the company priority list compared to a same-sized Focus-ranked list. Each list was 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 yielded more sales.
In-quarter sales from the Funnelcast Focus ranking produced on average 60% more sales than company priority lists
Across 700 comparisons, the Funnelcast Focus ranking produced 60% more in-quarter sales (on average) than same-sized company prioritizations based on "Commit" forecast category/late stages, or deal sizes. That’s because the Funnelcast Focus portfolio is always on the Efficient Frontier.
Check out How Efficient Frontier for Sales works.