A guide to diagnosing why pipeline has stalled
A structured approach to finding where opportunities are actually getting stuck.
Break the pipeline down by stage and look for where the time-in-stage has increased relative to historical norms, rather than looking at the pipeline total, which can mask a stall at one specific stage.
Cross-reference the stalling stage against recent process changes (a new qualification step, a changed handoff process) to check whether the stall correlates with a specific, identifiable change rather than a general market slowdown.
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