Most companies I look at think they have a sales problem

Most companies I look at think they have a sales problem.

A team that isn't closing. Pipeline that isn't converting. Reps who aren't hitting number.

I ask three questions:

What's your current pipeline coverage? Most don't know offhand.

What's your average sales cycle, with variance? Most have a rough number. Nobody has the variance.

What percentage of closed revenue came from inbound versus outbound? Most have never split it.

That's not a sales problem.

That's an architecture problem wearing a sales problem's coat.

Fix the architecture first. Then talk about the team.