1. Sales Funnel Management Step 1.-Identify the Funnel Ratio Funnel Ratio (FR) = Total Funnel (TF) / Sales Quota (SQ) Example $5MM (TF) / $2.5MM (SQ)= 2 to 1 (FR) Step 2.-Determine the Conversion Rate Conversion Rate (CR) = Total Closed (TC) /Total Proposed (TP) Example $2MM (TC) / $4MM (TP) = 50% (CR) Step 3.-Determine if the Funnel Ratio is adequate to hit the goal at the current Conversion Rate. In the examples given the Funnel Ratio and Conversion Rate are the same. Step 4.-Feed the Funnel to hit the ideal Funnel Ratio Dealer Best Practices