{"id":4299,"date":"2016-03-28T16:54:00","date_gmt":"2023-10-18T16:54:42","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4299"},"modified":"2025-01-10T20:27:22","modified_gmt":"2025-01-10T20:27:22","slug":"sales-funnel","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/sales-funnel\/","title":{"rendered":"Why You May Be Looking at Your Sales Funnel the Wrong Way"},"content":{"rendered":"\n<p>At a quick glance, it\u2019s easy to make superficial assumptions about the effectiveness of your <a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2015\/08\/personalized-sales-funnel.html\">sales funnel<\/a>. Without further analysis, the initial conclusions you draw from the data may be misleading because a broad overview of your sales performance is not a true indicator of sales potential. Once you audit your sales behaviors and dissect the data, you may discover smart ways to improve your overall results.<\/p>\n\n\n\n<p>In this article, we outline four common misconceptions salespeople have about sales funnel management and optimization alongside clever solutions for each.<\/p>\n\n\n\n<figure class=\"wp-block-image\"><a href=\"https:\/\/salesforce.com\/ca\/form\/pdf\/2015-state-of-sales.jsp?d=70130000000NQjD\"><img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/state-of-sales-2015.png?strip=all&#038;quality=95\" alt=\"state of sales\"\/><\/a><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-4-common-misconceptions-about-your-sales-funnel\"> 4 Common Misconceptions about Your Sales Funnel<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>1. You need more leads<\/li>\n\n\n\n<li>Truth: The leads you have need to be nurtured <\/li>\n\n\n\n<li>2. Your lead-to-close ratio determines your success<\/li>\n\n\n\n<li>Truth: Find where your best leads are coming from <\/li>\n\n\n\n<li>3. You need to shorten the sales cycle<\/li>\n\n\n\n<li>Truth: Get to know your customers better<\/li>\n\n\n\n<li>4. A lead will never convert<\/li>\n\n\n\n<li>Truth: The sales funnel is no longer linear: Focus on your relationships with your prospects and customers<\/li>\n<\/ul>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d5e87dd0413&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d5e87dd0413\" class=\"wp-block-image wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/sales-funnel-wrong-001.jpg?strip=all&#038;quality=95\" alt=\"\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-misconception-1-i-need-more-leads\">Misconception #1: I need more leads<\/h3>\n\n\n\n<p>In sales, there is a belief that more is better. Simple math suggests that doubling your leads will double your sales. Theoretically, yes. Of course, doing so is a resource-intensive exercise. For sales teams to extract more value out of their existing assets and initiatives, they need to work smarter, not harder.<\/p>\n\n\n\n<p>At the top of your sales funnel, you may notice that many inbound leads do not progress beyond the first or second stages of the sales process. Sales expert Ken Krogue insists that this is because an alarming number of sales leads are often ignored. Thus, sales teams do not necessarily need more sales leads; instead, they should make a more conscious effort to engage existing leads. For <i>Forbes<\/i>, he <a href=\"http:\/\/www.forbes.com\/sites\/kenkrogue\/2012\/07\/12\/the-black-hole-that-executives-dont-know-about\/#6de1ca671505\">writes<\/a>, \u201cCompanies waste 71 per cent of Internet leads.\u201d<\/p>\n\n\n\n<p>The failure here is sales teams do not respond to leads fast enough, if at all. Krogue notes, \u201cIn fact, they take 46 hours and 53 minutes to pick up the phone and respond to a lead. And the sales rep who does call only makes 1.3 call attempts before giving up and moving on.\u201d He adds, \u201cOur own in-house research shows only 27 per cent of leads ever get contacted. Yet with a combination of awareness, best practices, and technology, companies can contact around 92 per cent of leads. An increase from 27 per cent to 92 per cent is an increase of 341 per cent lift in results just by responding immediately and persistently to leads.\u201d<\/p>\n\n\n\n<p>Salespeople should be quick to connect with new leads. Research <a href=\"https:\/\/hbr.org\/2011\/03\/the-short-life-of-online-sales-leads\/ar\/1\">shows<\/a> that \u201cfirms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead (which we defined as having a meaningful conversation with a key decision maker) as those that tried to contact the customer even an hour later\u2014and more than 60 times as likely as companies that waited 24 hours or longer.\u201d To close the gap between the number of leads generated and deals closed, salespeople should aim to respond to new leads as soon as they come in.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-misconception-2-my-overall-lead-to-close-ratio-determines-my-success\">Misconception #2: My overall lead-to-close ratio determines my success<\/h3>\n\n\n\n<p>Your overall lead-to-close ratio may be deceiving. Although you may improve your sales performance with each change you make to your sales process\u2014such as shortening your average lead response time\u2014a more strategic approach to sales funnel optimization includes segmenting your funnel by lead source.<\/p>\n\n\n\n<p>The <a href=\"https:\/\/www.salesforce.com\/blog\/2014\/11\/b2b-sales-benchmark-research-finds-some-pipeline-surprises-infographic-gp.html\">2014 B2B Sales Benchmarks<\/a> report found that among B2B businesses, customers and employees referred the highest quality leads. The report\u2019s analysis states that customer and employee referrals had a 3.63 per cent lead-to-deal conversion rate. By comparison, website leads had a 1.55 per cent lead-to-deal conversion rate. Social media leads were only 1.47 per cent likely to convert to sales. Paid search leads, sales-generated leads, and marketing leads each had less than a one per cent conversion rate.<\/p>\n\n\n\n<p>Clearly, customers from different channels respond differently to your offer. So, to better understand how well your own sales funnel performs with leads from <a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2015\/06\/content-promotion-strategies.html\">unique sources<\/a>, Yaniv Masjedi suggests, \u201cTake a minute to write down your sources for sales leads. Maybe you run regular Google ad campaigns, Twitter ad campaigns, and email marketing initiatives, or attend in-person networking events. Once you have your list, zero in on each strategy and how it is producing for you.\u201d<\/p>\n\n\n\n<p>Masjedi illustrates his point with two examples:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>\u201cLet&#8217;s say you receive 100 leads from one source. You connect with 30 of those leads and 40 per cent of them convert. For many companies, those numbers would prove the source exceptionally valuable.\u201d<\/li>\n\n\n\n<li> \u201cConversely, another source produces 75 leads and only five of them end up closing. That means that you and your team spent time with dead 70 leads. The return on your time investment doesn\u2019t add up to the first example in this case.\u201d<\/li>\n<\/ol>\n\n\n\n<p>Then, he explains, \u201cIn order to be productive in sales, it is vital to track the sources of your best and most successful leads. Understand the time you spend connecting with a lead and eventually closing the deal. Track this effort and the success and failure that comes from each lead source.\u201d This more targeted approach to sales funnel management and optimization may allow you to more strategically allocate your time and effort.<\/p>\n\n\n\n<p>By segmenting your funnel by lead source, you identify which channels drive prospects that are most likely to convert into a sale.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-find-the-most-successful-sources-for-your-leads\"> Find the Most Successful Sources for Your Leads<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Salespeople are inclined to try everything to succeed<\/li>\n\n\n\n<li>Don\u2019t stretch yourself too thin\n<ul class=\"wp-block-list\">\n<li>Avoid under-performing strategies<\/li>\n\n\n\n<li>Focus on leads that are closing\u2014where are they coming from?<\/li>\n\n\n\n<li>Let the underachieving sources drop off<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Track important data\n<ul class=\"wp-block-list\">\n<li>The sources of your best and most successful leads<\/li>\n\n\n\n<li>The time you spend connecting with a lead<\/li>\n\n\n\n<li>How long it takes to close the deal<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Monitor this effort and the success and failure that comes from each lead source<\/li>\n<\/ul>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d5e87dd1a19&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d5e87dd1a19\" class=\"wp-block-image wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/sales-funnel-wrong-002.jpg?strip=all&#038;quality=95\" alt=\"\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-misconception-3-i-need-to-shorten-the-sales-cycle\">Misconception #3: I need to shorten the sales cycle<\/h3>\n\n\n\n<p>As more sales automation tools crop up, sales teams everywhere are eager to shorten their sales cycle. Believing that automation can expedite stages and steps in the sales process, many sales reps seek to spend less time interacting with prospects. They also assume that with less effort they may even secure more sales. <\/p>\n\n\n\n<p>Counterintuitively, elongating the sales cycle may actually improve your sales performance. For true, consultative selling, salespeople may want to spend more time hand-holding potential clients through the decision making process. While sales automation software helps reduce repetitive, time-consuming tasks, it should primarily allow salespeople to focus on what\u2019s most important: time spent with clients.<\/p>\n\n\n\n<p>With <a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2015\/11\/low-pressure-selling.html\">extra lead nurturing and education<\/a>, prospects may be more likely to convert into customers. In fact, data from MarketingSherpa asserts \u201c79 per cent of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance.\u201d By intentionally pursuing a longer sales cycle, you may:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Discover more of your client\u2019s explicit and latent needs<\/li>\n\n\n\n<li>Carefully <a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2014\/11\/master-salespeople.html\">address any objections<\/a> they may have at each stage of the sales process<\/li>\n\n\n\n<li>Build credibility and establish yourself as a thought leader that customers will want to work with<\/li>\n\n\n\n<li>Extend value to potential customers to develop loyalty and trust<\/li>\n\n\n\n<li>Generate buy-in with other decision makers within a potential customer\u2019s organization<\/li>\n\n\n\n<li>Wait for the right moment when a lead is ready to commit to a purchase<\/li>\n\n\n\n<li>Sell your prospect higher priced products and solutions, increasing average deal size<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-misconception-4-these-leads-will-never-convert\">Misconception #4: These leads will never convert<\/h3>\n\n\n\n<p>When salespeople look at their funnel, they may see a number of prospects stuck at a specific stage. After a certain number of days, emails, or phone conversations, sales reps may categorize those leads as dead. Here, sales teams make the mistake of assuming those leads will never convert\u2014and they would be wrong.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-sales-funnel-is-more-like-a-highway\">The Sales Funnel is More Like a Highway<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Leads aren\u2019t worthless if they don\u2019t buy right away<\/li>\n\n\n\n<li>Keep the focus on nurturing your leads<\/li>\n\n\n\n<li>Your sales funnel is no longer linear\n<ul class=\"wp-block-list\">\n<li>Prospects don\u2019t just enter at the top of the funnel<\/li>\n\n\n\n<li>They come in at any stage<\/li>\n\n\n\n<li>They often jump stages<\/li>\n\n\n\n<li>Stay in a stage indefinitely<\/li>\n\n\n\n<li>Move back and forth between them<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d5e87dd2c59&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d5e87dd2c59\" class=\"wp-block-image wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/sales-funnel-wrong-003.jpg?strip=all&#038;quality=95\" alt=\"\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p>Dr. Rachna Jain, a business strategist and psychologist, <a href=\"http:\/\/profitablepopularity.com\/blog\/five-sales-funnel-mistakes\/\">believes<\/a> a major sales funnel mistake is \u201cassuming leads are worthless if they don\u2019t buy right away.\u201d She elaborates, \u201cIf someone doesn\u2019t buy your $47 product today, that doesn\u2019t mean they won\u2019t buy your $2,500 workshop a year from now. Leads don\u2019t always convert linearly \u2026 We all have stories of people who have been on our [sales] list for years and never purchase, and stories of people who heard of us once and invested in our highest level program. So keep the focus on nurturing your leads, even when they don\u2019t buy right away.\u201d<\/p>\n\n\n\n<p>Digital experts Mark Bonchek and Cara France agree. In an article for <i>Harvard Business Review<\/i>, they <a href=\"https:\/\/hbr.org\/2014\/05\/marketing-can-no-longer-rely-on-the-funnel\">write<\/a>, \u201cProspects don\u2019t just enter at the top of the funnel; instead, they come in at any stage. Furthermore, they often jump stages, stay in a stage indefinitely, or move back and forth between them.\u201d<\/p>\n\n\n\n<p>Indeed, the modern day sales funnel is no longer linear. To adapt to changing times, salespeople should avoid abandoning relationships with leads who are not yet ready to make a purchase.<\/p>\n\n\n\n<p>Over time, salespeople can expect that circumstances will change with these contacts. For example:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>A potential customer\u2019s company may receive new funding from investors and your contact may finally have enough budget to purchase your solutions.<\/li>\n\n\n\n<li>Your prospect may receive a promotion, giving them the authority to make new purchasing decisions.<\/li>\n\n\n\n<li>A former lead may switch jobs, earning a new position that grants her the ability to retain your services.<\/li>\n\n\n\n<li>The client is no longer satisfied with their current vendor and is actively seeking a replacement solution.<\/li>\n<\/ul>\n\n\n\n<p>Of course, since commissions are not issued on the basis of future sales potential, you will still want to spend a majority of your time engaging leads who may purchase your products or services immediately. At the same time, you will want to allocate some of your energy toward periodically connecting with former prospects and evaluating whether or not to loop them back into the sales process. Perhaps in three months you may connect with an old lead who is ready to close a deal. <\/p>\n\n\n\n<figure class=\"wp-block-image\"><a href=\"https:\/\/salesforce.com\/ca\/form\/pdf\/2015-state-of-sales.jsp?d=70130000000NQjD\"><img decoding=\"async\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/state-of-sales-2015.png?strip=all&#038;quality=95\" alt=\"state of sales\"\/><\/a><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-share-why-you-may-be-looking-at-your-sales-funnel-the-wrong-way-on-your-site\">Share &#8220;Why You May Be Looking at Your Sales Funnel the Wrong Way&#8221; On Your Site<\/h3>\n\n\n\n<p><textarea>&lt;p&gt;&lt;strong&gt;Click To Enlarge&lt;\/strong&gt;&lt;br \/&gt;&lt;br \/&gt; &lt;a href=&#8221;https:\/\/www.salesforce.com\/ca\/blog\/2016\/03\/sales-funnel.html&#8221; _rte_href=&#8221;https:\/\/www.salesforce.com\/ca\/blog\/2016\/03\/sales-funnel.html&#8221; target=&#8221;_blank&#8221;&gt; &lt;img src=&#8221;https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/sales-funnel-wrong-embed.jpg&#8221; _rte_src=&#8221;https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/sales-funnel-wrong-embed.jpg&#8221; alt=&#8221;Why You May Be Looking at Your Sales Funnel the Wrong Way&#8221; width=&#8221;600px&#8221; border=&#8221;0&#8243; \/&gt; &lt;\/a&gt; &lt;\/p&gt; &lt;p&gt;Via &lt;a href=&#8221;https:\/\/www.salesforce.com\/ca\/&#8221; _rte_href=&#8221;https:\/\/www.salesforce.com\/ca\/&#8221; target=&#8221;_blank&#8221;&gt;Salesforce&lt;\/a&gt; &lt;\/p&gt;<\/textarea><\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d5e87dd3e80&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d5e87dd3e80\" class=\"wp-block-image aligncenter wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/sales-funnel-wrong-embed.jpg?strip=all&#038;quality=95\" alt=\"\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p>  <span id=\"authorRoot\" path=\"\/content\/blogs\/ca\/en\/authors\/\"><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Take a look at your sales funnel. Is it working as well as it could be? Read on to learn common misconceptions about\u2014and how to get more from\u2014your funnel.<\/p>\n","protected":false},"author":1,"featured_media":4301,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[4],"sf_content_type":[],"coauthors":[6],"class_list":["post-4299","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Why You May Be Looking at Your Sales Funnel the Wrong Way - Salesforce<\/title>\n<meta name=\"description\" content=\"Take a look at your sales funnel. Is it working as well as it could be? Read on to learn common misconceptions about\u2014and how to get more from\u2014your funnel.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/ca\/blog\/sales-funnel\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Why You May Be Looking at Your Sales Funnel the Wrong Way\" \/>\n<meta property=\"og:description\" content=\"Take a look at your sales funnel. Is it working as well as it could be? 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