Sales Pipeline Deep Dive
60-Day Setter Analysis

Volume leader but 3–4 losses were leads with thin DBMs or no authority confirmed. Trish First General — contact wanted it, HO killed it. Roxanne City Sheet — price-only lead. Gerald Golden Palm — weak urgency. Shannon Bella Turf — email price check. If those 4 were filtered out, Melcher's pipeline would be 20 deals with a 45.5% close rate. Quality control is the fix, not more volume.

Aika's issue isn't closing — it's no-shows. 7 of 18 never sat (39%). Aika books legitimately strong leads (Ritvik Mampster $9,882, Ryan Yard & Flagon, Salik Universal Supply) but they're not showing up. The booking confirmation process needs tightening. If even 3 of those 7 had sat at that 67% close rate, that's 2 more wins. Also has 5 strong deals still in pipeline.

Best sit rate on the team (89%) and close rate is exactly at the 40% target. But 3 of 6 losses (Bryson, Edward, Andrea) were qualification failures — contract terms, frequency, and pricing weren't screened before booking. These are people who had disqualifying conditions that a few questions would have caught. Remove those 3, and the numbers become 4/7 = 57% close rate. Strong pipeline with Sarah Costantini ($895), Pedro EMedia ($895), Chris Berendsen ($290) in verbal agreement.

Best closer by a mile. 83% win rate on resolved sits. Wins include Usman Soho ($400), Amanda Homer Animal Hospital ($382), Taylor Turning Leaf ($1,221), Cory Lynch Bus ($401), Serena Kerr Design ($290). Real businesses with real pain. Only 1 loss — Cat Gearhead ($290), where the contact was interested but management killed it. Has 3 deals in presentation-done stage that could close soon.

Zero wins in 60 days. The lowest volume of any core setter and the weakest close rate. 3 of 4 losses had disqualifying information that basic screening questions would have caught: Yang's sqft was wrong, Christina was paying half what the quote came in at, Tammy was in a contract. These should never have hit Samarah's calendar. Even if 1–2 pipeline deals close, the 60-day output would be 1–2 wins from 10 bookings — 10–20% when the team average is 46% of resolved sits.

All 6 deals still in pipeline — zero resolved outcomes to judge. Includes Doug Loblaw ($7,000, pres done) which is a whale that could change everything. But DBM quality is mixed: Doug and Tina are strong, Jenise is price-only, Mukul is C-rated price-only. The primary concern is volume — 0.7 bookings/week is barely one appointment every 10 days. Even if 2–3 close, the throughput isn't enough to move the needle.

Omolade Favor (3 booked, 1 won) — Kelly Avenuephysio closed. The other 2 no-sat. Not enough data — the issue is pure volume at 0.3/week.

Raj Akinniyi (3 booked, 1 won) — Samantha CBDentistry ($671) closed, A-rated lead. Same story: quality looks fine, volume is the problem.

Rocky Baldado (2 booked, 0 won) — Both appointments no-sat. Zero sits in 60 days. Not producing anything usable.

Erika Cabantog (2 booked, 0 won) — G All Spec lost (C-rated, price-only). One deal that sat in 60 days and it was a junk lead.

Jared Rodriguez (1 booked, 0 won) — Gordon Blackbird (pres done). The DBM was "he said he wants better cleaning." One deal in 60 days with a one-sentence DBM.

A third of the pipeline is still alive. When these close or die, the real win rate will emerge. Right now it's artificially suppressed by open deals. The resolved sit close rate is 45.7% — right on target.

24 of 103 appointments never sat. Aika is running at 39% no-show alone — 7 strong leads that never showed. Rocky is at 100% no-shows. That's not a closing problem, it's a confirmation and show-up problem. Fixing this is cheaper and faster than any hire.

Saeed (0/4), Joyce (3 preventable losses), and Melcher (3–4 preventable losses) are all booking deals where basic screening questions — current price, contract status, decision authority, frequency needs — would have filtered out leads that were never going to close. That's roughly 8–10 losses across the team that shouldn't have been on the calendar.

Saeed, Joie, Omolade, Rocky, Erika, and Jared combined: 24 bookings, 1 win. That's 23% of all bookings producing almost nothing. Meanwhile Melcher, Aika, Joyce, and Elvie carry the entire operation at 74 bookings and 18 wins.