Why Most Sales Teams Misdiagnose Their Funnel Problems

The problem is rarely a lack of leads; it's a failure to convert them. Most teams misdiagnose their funnel by focusing only on the top.

Critical Conversion Points

• Reply-to-Meeting: Is your handoff process too slow?
• Meeting-to-Opportunity: Is your targeting or discovery failing to uncover real pain?
• Opportunity-to-Close: Is your closing process lacking consensus or ROI proof?

A pipeline full of unqualified meetings is a factory for producing busy but ineffective sales reps.

The Takeaway

Track your conversion rates weekly. Identify the lowest percentage and focus all energy on fixing that one leak. Stop blaming lead volume for middle-funnel problems.