To identify conversion bottlenecks in your sales funnel, Papo (https://papo.global/) offers the Funnel Summary report, which brings together in one place the deal volume (cards), financial value, and status (open, won, or lost) of each stage in your Kanban. With this data, you can calculate the conversion rate between stages, pinpoint exactly where opportunities get stuck, and adjust your sales process to close more deals.
While Kanban visually organizes the pipeline, the Funnel Summary turns that movement into numbers. Instead of manually counting cards, you get an accurate reading of what is happening — and can act based on evidence, not intuition.
| Funnel Stage | Cards in Stage | Total Value (R$) | Predominant Status | Conversion Rate (from previous stage) |
|---|---|---|---|---|
| New Lead | 150 | 75,000 | Open (100%) | — |
| In Service | 90 | 54,000 | Open (80%), Won (20%) | 60% (90/150) |
| Proposal Sent | 45 | 36,000 | Open (70%), Lost (30%) | 50% (45/90) |
| Closed (Won) | 30 | 30,000 | Won (100%) | 66% (30/45) |
Illustrative table: the full funnel converted 20% (30 won / 150 leads). The sharpest drop is between “In Service” and “Proposal Sent”.
How the Funnel Summary works
The report is automatically fed by the cards your team moves in Kanban. Whenever an opportunity advances to another stage or changes status, the data is consolidated in the Reports module, under the Funnel Summary section. The tool lets you:
- Select a specific funnel (e.g., “Sales”, “After-sales”) to focus your analysis.
- Choose the period (today, last 7 or 30 days, or a custom range), tracking pipeline evolution over time.
- View the number of cards per stage, with the distribution among open, won, and lost.
- See the accumulated financial value in each Kanban column, both potential and already converted.
This consolidated view eliminates guesswork. You begin answering, with data, questions such as: at which stage are opportunities stalled? Where is pipeline value concentrated? Is the conversion rate rising or falling?
How to cross-reference volume, value, and conversion rate
The strength of the Funnel Summary lies in combining three complementary metrics:
- Volume (cards per stage): shows the number of active deals. A high number of open cards in “Proposal Sent”, for example, indicates a backlog of work or lack of follow-up.
- Financial value per stage: reveals the monetary weight of each phase. If the “In Service” stage concentrates a lot of value but few cards advance to proposal, the funnel may be holding back higher-ticket deals.
- Conversion rate between stages: calculated as (Cards in current stage ÷ Cards in previous stage) × 100. A sharp drop between “New Lead” and “In Service” may signal weak qualification; a low conversion from “Proposal” to “Won” often points to problems in sales argumentation or pricing.
By comparing these three metrics in the same report, you can more confidently decide where to invest energy: train the team, redistribute leads, adjust the sales pitch, or create follow-up automations with Papo features such as Flows and Disparador.
Step by step to locate bottlenecks
- Access the report: go to Reports and open Funnel Summary.
- Choose the funnel and period: keep the same period for a few weeks to compare evolution.
- Read volume per stage: identify the stage with the highest concentration of open cards. This is the first sign of a bottleneck.
- Observe the trapped value: if the stage with the most cards also concentrates a significant value, the priority for action rises — you may be failing to generate revenue now.
- Calculate conversion rates: go through each funnel transition. The lowest rate is usually the critical point. In the table example, the conversion from “In Service” to “Proposal Sent” (50%) is the lowest, suggesting that opportunities are not maturing enough.
- Compare with previous periods: check whether the rate is stable, improving, or worsening. Recent training actions or changes in the sales script should be reflected in these numbers.
Use these findings to create a specific improvement plan: if the bottleneck is in the transition to “Proposal”, you may need to create a faster proposal template or automate sending via Flows. If it is in closing, the team may need negotiation training.
Who this report is essential for
- Sales managers and team leaders: to monitor pipeline health and make data-driven decisions.
- Operations analysts: to measure the efficiency of the sales process and propose continuous improvements.
- Entrepreneurs and business owners: to understand, through numbers, where they are losing revenue opportunities — without relying on disconnected spreadsheets.
Frequently asked questions
Where do I find the Funnel Summary?
In the Reports module, Funnel Summary section. There you can select the funnel and desired period.
Does the report show the financial value of each stage?
Yes. It displays the sum of card values in each Kanban column, considering the products or the estimated deal value.
How do I calculate the conversion rate between two stages?
Divide the number of cards in the current stage by the number of cards in the previous stage and multiply by 100. Example: 45 cards in “Proposal” obtained from 90 in “In Service” mean 50% conversion.
What does each status in the report mean?
- Open: card still active, in negotiation.
- Won: deal successfully closed.
- Lost: opportunity closed without a sale.
Can I see lead source in this report?
No. To track where contacts came from (channels, campaigns, ads), use the Traffic Source Report, available to administrators.
Is the report updated in real time?
Yes, it immediately reflects any movement made in Kanban — a card dragged between columns or marked as won appears in the Funnel Summary instantly.
Read also
- How to use Kanban to track the financial value of each funnel stage
- How to create a CRM activity report for team meetings
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With Papo, you analyze the volume, value, and conversion of your sales funnel at no initial cost, identifying bottlenecks that hold back your growth.