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📌 1. What is a Sales Funnel?

A Sales Funnel shows the journey of a lead from first interaction to final conversion.
It visually represents how many leads:

• Enter the system

• Move to next stage

• Drop off

• Convert into customers

It helps Udyamkart understand:
✔ Conversion rate
✔ Lead quality
✔ Sales performance
✔ Bottlenecks

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📌 2. What is a Sales Pipeline?

A Sales Pipeline is a step-by-step process inside CRM that shows the exact status of every lead.
It helps interns and the sales team track:

• What stage each lead is in

• What actions are pending

• Which leads are ready for closure

Pipeline = Real-time progress tracking.

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📌 3. Udyamkart’s Sales Pipeline Stages

Udyamkart uses a standard pipeline for ERP, website, and software clients:

1️⃣ New Lead

Lead added but no contact yet.

2️⃣ Contacted

First call/message done.

3️⃣ Qualified

Lead has real interest, need, and budget.

4️⃣ Demo Scheduled / Requirement Discussion

Meeting/demo arranged to understand client needs.

5️⃣ Proposal Sent

Quotation or project documentation shared.

6️⃣ Negotiation

Price, feature discussion, and final offer.

7️⃣ Closed – Won

Lead becomes customer.

8️⃣ Closed – Lost

Lead not interested or goes to competitor.

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📌 4. Sales Funnel Structure

Here is how funnel looks from top to bottom:

🔼 Top of Funnel (TOFU)

Large number of leads
→ New lead, Contacted

🔼 Middle of Funnel (MOFU)

Interested leads
→ Qualified, Demo, Proposal

🔽 Bottom of Funnel (BOFU)

Final action
→ Negotiation, Closure

The funnel gets narrower because only serious leads move ahead.

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📌 5. How Interns Should Track a Lead in the Pipeline

Every lead MUST be moved stage by stage.
Example:

📍 Step 1: Lead comes from website

Set status: New Lead

📍 Step 2: You call the lead

Update status: Contacted

📍 Step 3: Lead shows interest

Update status: Qualified

📍 Step 4: You schedule demo

Update status: Demo Scheduled

📍 Step 5: You send proposal

Update status: Proposal Sent

📍 Step 6: Lead wants negotiation

Update status: Negotiation

📍 Step 7: Lead agrees

Update status: Closed – Won

This movement MUST be recorded in CRM, otherwise the pipeline becomes inaccurate.

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📌 6. Key Metrics in Sales Pipeline (Very Important)

Interns must understand:

✔ Conversion Rate

How many leads became customers.

✔ Drop-off Rate

How many leads are lost at each stage.

✔ Lead Velocity

Speed from new lead → conversion.

✔ Follow-up Gap

Time between follow-ups.

✔ Proposal-to-Closure Ratio

Number of proposals vs. successful conversions.

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📌 7. Identifying Bottlenecks

A bottleneck is a stage where leads get stuck.

Examples:

• Many leads stuck at “Contacted” → poor follow-up

• Many leads stuck at “Proposal Sent” → pricing issue

• Many leads stuck at “Demo” → product explanation is weak

Interns must report bottlenecks to senior team.

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📌 8. Why Pipeline Tracking Is Important for Udyamkart

✔ Helps forecast monthly sales

✔ Shows performance of interns and team

✔ Improves lead conversion

✔ Helps identify weak areas

✔ Keeps CRM data clean & organized

✔ Helps plan marketing and ads

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📌 9. Daily Pipeline Responsibilities of Interns

🔹 Check all leads in each stage

🔹 Move leads to next stage after communication

🔹 Update notes for every movement

🔹 Identify stuck leads

🔹 Add follow-up tasks

🔹 Inform manager about hot leads

🔹 Clean pipeline once a week

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📌 10. Pipeline Management Mistakes Interns Must Avoid

❌ Keeping all leads in “New Lead” stage
❌ Not updating status after calls
❌ Marking leads as “Qualified” without checking budget
❌ Moving leads quickly just to show activity
❌ Ignoring “Lost Leads”
❌ Not writing notes after communication

Avoiding these mistakes increases accuracy and conversion rate.

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📌 11. What Interns Must Learn in Module 6

By the end of this module, interns must be able to:

✔ Understand funnel and pipeline
✔ Move leads through stages properly
✔ Track every lead daily
✔ Identify problems in sales stages
✔ Maintain notes and follow-ups
✔ Share daily pipeline performance reports

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🎓 Module 6 – Practical Assignments

Task 1:

Add 10 demo leads and move each lead through at least 3 stages.

Task 2:

Identify 3 leads that are stuck in the pipeline and explain why.

Task 3:

Prepare a funnel report for 10 leads.

Task 4:

Explain which stage has the highest drop-off.

Task 5:

Prepare a one-page pipeline improvement strategy.