Measures the percentage of leads or opportunities lost at each stage of the sales funnel.

What it Measures ?

Where we lose leads in the funnel.

Relevant StakeHolders 

Marketing Team, Sales Ops

In-depth Use Case / Real-world Example

Sales Funnel Leakage helps identify where potential customers drop off before converting. Suppose a manufacturing firm receives 1,000 leads in a quarter: 600 become Marketing Qualified Leads (MQLs), 300 become Sales Qualified Leads (SQLs), and 100 convert to deals. Leakage occurs at each stage: 40% from leads to MQLs, 50% from MQLs to SQLs, and 66% from SQLs to closed deals. Tracking this KPI shows where the biggest losses are happening. For example, if leakage is high from SQL to close, it may indicate weak proposals, competitor pressure, or misalignment with buyer needs. In manufacturing, where the funnel is long and complex, this insight can help plug gaps through better qualification, content, or sales enablement.