Sales · funnel constraint finder

Demand problem, or a conversion problem?

Most teams answer every revenue gap with more budget at the top. Put in your waterfall and see what one percentage point is worth at each stage, and how many extra MQAs you’d have to buy to equal it.

MQAs / monthMQA → SAL%SAL → SQO%SQO → Won%Avg sale price$

Defaults are an example waterfall. Use your last full quarter's numbers, monthly.

Your waterfall · monthly

MQAs

400

→ 55%

SALs

220

→ 76%

SQOs

167

→ 31%

Won

$1.45M/mo

What one point is worth, ranked

SQO → WonFIX FIRST

$47K/mo per +1pt

now at 31% · $562K/yr

MQA → SAL

$26K/mo per +1pt

now at 55% · $317K/yr

SAL → SQO

$19K/mo per +1pt

now at 76% · $229K/yr

One point of SQO → Won is worth $47K/mo. That equals buying 13 more MQAs every month, forever. Fix the conversion point before you add budget.

The math

revenue/mo = MQAs × (MQA→SAL) × (SAL→SQO) × (SQO→Won) × ASP
value of +1pt at a stage = rerun the chain with that one rate +1pt, subtract
MQA-equivalent = that gain ÷ revenue-per-MQA today
Lower-converting stages gain more per point. That's arithmetic, not opinion. Every stage needs an owner, a target, and a weekly review.

From the MQA and Waterfall Accountability frameworks, the discipline behind win rate going 31% → 44%.Talk to James →