The Pipeline Illusion: Why More Prospects Doesn’t Always Mean More Sales
Mike was proud of his long list of “active” prospects.
During team sales meetings, his detailed reports made it sound like he had the healthiest pipeline on the team.
But when his manager, Jacqueline, took a closer look, she uncovered a troubling pattern: many of Mike’s opportunities were dragging out far longer than the average sales cycle. Some were taking two to three times longer to resolve than those of his peers.
The root issue?
Mike wasn’t letting go of deals that were clearly going nowhere.
The Real Cost of Stalled Sales Opportunities
At first glance, a full pipeline seems like a good thing.
More prospects should mean more sales—right?
Yes, if the pipeline is filled with qualified buyers moving at a healthy pace. But Mike's list was bogged down with stalled deals he couldn't seem to close—or kill.
Jacqueline asked two key questions Mike hadn’t considered:
How many of these opportunities will actually close?
How long will it take to close them—or walk away?
Here’s what she found:
Mike took 60 days on average to close a deal (in line with his team).
But he took 150 days to abandon a deal that didn’t pan out—more than double the average time his colleagues took to walk away.
Wasted Time, Energy, and Resources
It’s not just about time—it’s about where the time goes.
Mike invested heavily in dead-end deals:
Multiple rounds of proposals
Follow-ups via phone, email, and text
CRM entries for every contact
Weekly “progress” updates in team meetings
Written summaries for his manager
He also roped in other departments—tech, finance, production—to support deals that ultimately fizzled out. The opportunity cost was massive.
Why Salespeople Cling to Dead Deals
So why didn’t Mike let go sooner?
1. Cultural Pressure
In many companies, a fat pipeline = a hardworking rep.
Salespeople are rewarded (or judged) based on how full their funnel appears, not how efficiently they move deals through it.
2. Scarcity Mindset
Some reps are afraid to remove a deal because they don’t believe they can replace it.
They think, If I let go, someone else will win this. So they hold on… and hold on… and stall out.
The Solution: Put a “Sell-By” Date on Every Deal
Jacqueline introduced a simple but powerful rule:
Every opportunity in the pipeline must have a “sell-by” date.
If it didn’t close by then, the salesperson had to prove why it still deserved a spot—or remove it.
This shifted the team’s mindset:
Reps focused on progressing live deals, not clinging to cold ones
The pipeline became a tool for forecasting, not just reporting
Everyone became more efficient and realistic about timelines
Mike, in particular, benefited. With clearer boundaries, he spent less time nurturing dead leads and more time finding fresh, qualified prospects. And yes—his close rate improved.
Takeaway: Clean Pipelines Drive Clean Results
A full pipeline isn’t a badge of honor if it’s filled with stale deals.
Sales leaders should prioritize velocity and viability over volume.
By setting clear expectations—and expiration dates—you’ll reclaim time, sharpen focus, and improve your close rates.
Bonus Sandler Resource: Download this complimentary guide to take charge of your next conversation by asking the right questions at the right time.