SQL · Case 04

Funnel
Aggregation

Volumetric analysis of the sales pipeline for capacity management and detection of operational bottlenecks.

1,200 Leads at entry
250 Stuck at Proposal
50 In active negotiation
About the case

The commercial team was overloaded, but closing targets were not being met due to lack of clarity on where leads were getting stuck. I developed a volumetric aggregation query by pipeline stage using COUNT and GROUP BY. The analysis identified a critical bottleneck at the 'Proposal Sent' stage, leading to the decision to automate document generation to accelerate contract completion.

Of the 1,200 leads entering the funnel, 800 reached the Qualified stage and 300 moved on to In Meeting, but 250 piled up at Proposal Sent and only 50 progressed to active negotiation.

SQL Query
SQL
-- Monitor volume per funnel stage

SELECT
    etapa_funil,
    COUNT(id) AS total_leads
FROM
    leads
GROUP BY
    etapa_funil
ORDER BY
    total_leads DESC;
Process visualization
Business explanation

SQL transforms the commercial team's subjective perceptions into concrete data. Visualizing where the funnel is bloated allows the manager to apply the right resources, training or automations, at the exact point to unblock revenue flow.