Pipe Line Stall Deals - Why Do So Many Reps Stalled?

S d r: Why do so many reps right now have trouble getting to the next step or gaining that next commitment? The first thing is prospecting. As you're pushing things into the pipe line, deals that are stalled will naturally wash themselves out because you no longer have time to invest on them. Number two reason is that the salespeople are not consistently asking for the next step. And then finally, in the middle all that, you have leaders who don't have the courage to shake reps loose from deals that are never going to close me.