How to Diagnose a Weak Sales Funnel in 30 Minutes

If you missed your revenue target despite a busy team, the problem is likely a leak in your sales funnel. Deals are entering at the top but vanishing before the bottom. Here's how to diagnose the weakness in under 30 minutes.

The Three Key Conversion Rates

1. Reply-to-Meeting Rate: Are interested replies turning into booked calls? A low rate indicates slow response times or weak CTAs.
2. Meeting-Held-to-Opportunity Rate: Are your meetings resulting in real pipeline? A low rate signals poor targeting or ineffective discovery.
3. Opportunity-to-Close Rate: Are you converting qualified deals? Low close rates point to a lack of follow-up process or an inability to demonstrate ROI.

Calculate these three metrics. The lowest percentage is your biggest leak. Focus all your energy on fixing that one point.

Your Action Plan

Don't try to fix everything at once. Identify your biggest drop-off point and dedicate the next month to improving that single metric. Systematically plugging leaks is the fastest way to increase revenue without needing a single extra lead.