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What is Conversion?
Conversion is a stage-to-stage analytics view that shows the percentage of deals that advance from one pipeline stage to the next. A low conversion rate between Proposal and Negotiation, for example, signals a specific breakdown in the sales process, not just a general pipeline problem.
Conversion data is most valuable when paired with opportunity health signals. Knowing that 40% of deals drop at negotiation tells you where to dig. Knowing which specific deals are at risk tells you what to do today.
Key Use Cases
- Identify which stage has the highest drop-off rate
- Compare conversion rates by rep, region, or segment
- Detect process breakdowns before they affect quota attainment
- Track conversion improvements after coaching or process changes
