Sales funnel roles and stage metrics
OfficialOfficial · updated Nov 4, 2026 · v1.0.1
Lays out a B2B revenue process as marketing, inside sales, field sales, and customer success stages with handoff rules, conversion, time, and capacity, then finds the bottleneck and 3 fixes.
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When to use it
- You're splitting sales into inside sales and field sales and need stage definitions
- Marketing and sales disagree about lead quality or handoffs
- Revenue misses target and nobody knows at which stage
What you give it
- Current stages and their owners
- Counts per stage for one period
- Time per stage and capacity per person
- The target for next period
What you get
Handoff definitions, a stage table with owner, entry and exit criteria, conversion, time and capacity, a work-back from the target, the bottleneck, and 3 fixes with owners.
Changelog
- v1.0.1 · Nov 4, 2026 · Intro: the two sentences on how Salesforce Japan names and describes The Model are one sentence.
- v1.0.0 · Nov 4, 2026 · First release.
Sources
- THE MODEL (Yasutaka Fukuda, Shoeisha, 2019) - Kinokuniya book record (2026-11-04)
- The Model とは - Salesforce Japan (2026-11-04)
- Speaker profile of Yasutaka Fukuda - Business+IT (2026-11-04)
- Q and A with Aaron Ross - SaaStr (2026-11-04)
- Predictable Revenue editions (Ross and Tyler, PebbleStorm, 2011) - Goodreads (2026-11-04)
- MQL vs. SQL - Salesforce (2026-11-04)
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