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What it is

stage_conversion_rate is, for one segment and one of Beacon’s six standard deal stages, the share of the deals that reached that stage and have since left it that moved on — to a later stage, or won — rather than being lost there. It is a ratio, not a percentage: 0.62 means 62 of every 100 deals that left the stage moved on. It is not one number for a segment. There is a value for each standard stage the segment’s deals have passed through — New, Discovery, Demo, Proposal, Negotiation and Closing — and read together they show where in the pipeline that segment loses its deals. It is the rate the Sales lifecycle intelligence page shows under Conversion through the stages, and the per-stage rate a sales forecast is built on.

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How it is calculated

Measured. It comes out of Beacon’s calculation layer, where the rules are fixed and written down, and the same stage history always produces the same value. Definitions sets out what the three method words mean.
Each deal’s path is read from its stage history — every stage change your CRM recorded, with its date — through the way your CRM’s stages line up with Beacon’s six, which you confirm once in Setup. Several of your CRM stages on the same standard stage count as one stay. For every standard stage a deal reached, the outcome is set from where the deal is now:
  • Moved on — it is now at a later stage, or it was won.
  • Lost here — it was lost while at this stage.
  • Still here — it is still open at this stage. Not counted yet: the rate is taken only over deals that have left.
  • Went back — it returned to an earlier stage. It counts as having reached the stage, but as neither moved on nor lost there.
A stage no deal in the segment has left yet has no value — it is absent, never 0. A deal counts in its segment as Beacon places it; until a customer’s segment is confirmed, the deal’s size group from your CRM is used. What is counted. Deals Beacon follows: the open deals Deal likelihood lists, and the deals that closed — won or lost — in the last 12 months. Stages a deal passed through before its stage history begins are never guessed: a deal first seen at Proposal reached Proposal only. A stage your CRM does not have — many pipelines have no Negotiation stage — is passed straight through and has no rate. Read it with the count beside it. The page shows how many deals reached each stage and how many left it, and marks a rate taken over fewer than 10 deals as few deals. A rate over three deals is three deals.

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Where it comes from

Your CRM — the deals, every stage change with its date, and whether each closed deal was won or lost. Without a connected CRM there is no value. Without your stage line-up confirmed in Setup, no deal is placed on a standard stage and there is nothing to count. It belongs to the Sales lifecycle intelligence module.
No read interface or MCP tool serves this value yet — the table above publishes the shape ahead of the doors. Today it is worked out every night and shown on the Sales lifecycle intelligence page. The rate across all segments together is shown on the page too, and is not published as a value.
Where the choice is made. This value is not open by default on any door. The choice happens when a reader grant that reaches it is issued or widened, when you subscribe to events, or when you turn the CRM property on. Whoever makes it is shown who becomes able to see the value, and their yes is recorded — holding a grant is no longer enough on its own. Every value about a segment sits behind an opt-in on every door.

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How fresh it is

Worked out every night, straight after your CRM loads. It counts from the day each deal’s stage history begins, and it has no window yet: every deal Beacon has followed through a stage since then stays in the count. A value can change without any new deal — a deal still in a stage moves on or is lost, and is counted for the first time.

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Currency and rounding

No currency applies — it is a ratio of two counts of deals. No rounding rule is set for this value. Beacon holds the exact ratio; a screen may show 62%. Compare two values at the precision you received them.

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What changes it

Deals leaving a stage — moving on, being won or being lost. A change to your stage line-up, which re-places every deal’s stays on the six standard stages from the next nightly run. A deal moving to another segment, which takes its stays with it. A deal Beacon starts or stops following. The time a deal takes does not change it. A deal that took a year to move on counts the same as one that took a week — days in stage covers time.

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What it is not

  • Not a percentage. 0.62, never 62.
  • Not one number for the segment. It is a value per standard stage.
  • Not a win rate. A win rate counts deals won against deals closed. This counts, stage by stage, how many deals got past it.
  • Not your CRM’s stage percentage. That is the chance of closing you set on each stage in your CRM; this is what your deals actually did.
  • Not a likelihood for any one deal. Deal likelihood score answers that, separately.
  • Not a forecast. Every value is stage history.