Unlocking Sales Success: Focus on the Top of the Funnel

Well, yeah, I think, you know, if 1 or 2 deals pushed, I think in a perfect world you actually have 4 or 5 deals and you only really need to close 1 of them in order to hit your number. And so there's— let's, let's get into sort of like how to address this. But thinking about this conceptually, you have this customer funnel and then what you want to do is you want to look at your employee resources. So where do the people map to that customer funnel? You want to think about where is the, the focus. And so again, if you diagnose the problem as top of the funnel, which I would suggest 4 out of 5 companies, that is the problem. If you then map your employees and where your focus is, what I oftentimes see is more people are focused on the middle and bottom of the funnel. And so these resources aren't mapping to where the bottleneck is.