Sales Operations Lead: How to Identify and Revive Stalled Opportunities in the Funnel

This guide provides actionable steps customized for the Sales Operations Lead role to manage and revive stalled opportunities.

Step 1: Identify Stalled Opportunities in the Funnel

RevSure makes it easy to detect stalled deals and pinpoint areas of concern:

• Monitor Funnel Velocity: Use the Opportunity Prioritization View to identify deals that have been inactive beyond the average duration for their current stage.

• Analyze Opportunity Age: View opportunity aging metrics to spot deals that have exceeded normal progression timelines.

• Pinpoint Bottlenecks: In the Unified Funnel & Pipeline View, you can highlight stages with the highest accumulation of stalled deals and investigate systemic issues causing delays.

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Actionable Tip: Use RevSure's filters to categorize stalled opportunities by deal size, account type, or region for better prioritization.

Step 2: Understand Engagement History and Trends

Comprehending the engagement history of stalled deals helps craft effective re-engagement strategies:

• Review Touchpoint Activity: Examine all interactions, such as calls, emails, and meetings, for each stalled deal.

• Gauge Recent Interactions: Identify the last meaningful activity and assess whether the opportunity truly lacks movement or needs a targeted push.
• Spot Drop-Off Points: Detect where engagement weakened, such as after sending a proposal or conducting a demo.

Actionable Tip: Leverage these insights to collaborate with sales reps on re-engagement approaches specific to each stalled deal.

Step 3: Leverage AI-Powered Recommendations

RevSure's AI insights provide actionable strategies to revive stalled deals:

• Next-Best Touch Suggestions: Access AI-driven recommendations for immediate actions, such as personalized outreach, scheduling a follow-up meeting, or offering exclusive incentives.

• Scoring and Prioritization: Use predictive scoring to rank stalled opportunities by their potential to close, enabling focused efforts on high-priority deals.

Actionable Tip: Use these recommendations to guide sales reps on how to tailor their approach for each stalled deal.

Step 4: Leverage Reli Generative AI Chatbot for Quick Insights

Reli, RevSure's generative AI assistant, provides fast and actionable summaries for stalled deals:

• Snapshot of Stalled Opportunities: Reli offers a concise overview of stalled deals, including metrics like deal value, inactivity period, and last touchpoint.

• Prioritized Recommendations: Reli highlights the most critical opportunities to address first and suggests next steps tailored to deal context.

Actionable Tip: Share Reli-powered summaries with the sales team during pipeline reviews to ensure everyone is aligned on re-engagement priorities. You can even schedule report snapshots directly to the inbox of your team members for quick insights into pipeline health.

Step 5: Collaborate Across Teams for Seamless Execution

Sales Operations Leads play a pivotal role in aligning teams to address stalled opportunities:

• Equip Sales Reps: Provide them with detailed insights, including engagement history, recommendations, and scoring.
• Align with Marketing: Work with marketing to launch targeted campaigns aimed at re-engaging specific accounts or deals.
• Establish Feedback Loops: Gather feedback from sales reps on re-engagement outcomes to refine strategies and improve collaboration.

Actionable Tip: Conduct weekly meetings with sales and marketing teams to review progress and adjust strategies.

Step 6: Track and Measure Re-engagement Success

Evaluate the impact of your re-engagement efforts to refine future strategies:

• Engagement Metrics: Monitor response rates to re-engagement actions such as meeting requests, email interactions, or follow-ups. If you set up a re-engagement campaign in partnership with marketing, you can track its impact on the pipeline with RevSure's Demand Generation Effectiveness module.

• Pipeline Progression: Measure how many stalled opportunities re-enter active stages of the funnel after re-engagement efforts.

Conclusion

For Sales Operations Leads, reviving stalled opportunities is essential for maintaining pipeline momentum and achieving sales targets. With RevSure's advanced insights, AI-driven recommendations, and Reli-powered summaries, you can identify and prioritize stalled deals, align your team's efforts, and drive re-engagement success.

By following this guide, you'll improve pipeline health, improve sales efficiency, and ensure a steady flow of deals toward closure.

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