Executive Summary — Year to Date
Open Pipeline
$9.53M
316 active deals
YTD Bookings
$2.00M
vs $9.63M lost
Win Rate (Count)
37.6%
124 won / 330 resolved
Win Rate ($)
17.2%
$2.00M won / $11.6M resolved
Avg Deal Size
$35.1K
Closed-won YTD
Avg Sales Cycle
81d
Create → close
Pipeline Health
Open Pipeline by Stage — $9.53M / 316 deals
Estimate Sent holds $4.05M across 113 deals — the heaviest bucket. Worth monitoring dwell time before deals reach Verbal Agreement.
Monthly Bookings Trend — YTD 2026
3-month consecutive decline: March peak $658K → June $108K. Sharpest trendline in this review.
Velocity & Conversion
Win Rate — Count vs. Dollar Value
By Deal Count
37.6%
124 won of 330 resolved
By Dollar Value
17.2%
$2.0M won of $11.6M resolved
The gap is the story. Smaller deals close well — but larger deals are lost more than 2× as often. The blended 37.6% hides a conversion problem at higher deal sizes.
New Pipeline Created — YTD 2026
April $7.18M spike (226 deals) is 5–6× every other month. Likely a bulk import — confirm before using as a baseline.
Individual Performance
YTD Bookings by Rep (Closed-Won $)
Rep Scorecard — Quota-Carrying Reps Only
| Rep |
Closed Won |
Open Pipeline |
Win Rate |
Coverage |
Jen Free 33 won · 170 open |
$802K |
$3.50M |
32.4% |
4.4× |
Joseph Turner 23 won · 99 open |
$396K |
$2.64M |
53.5% |
6.7× |
Mick Warncke 13 won · 32 open |
$351K |
$1.62M |
37.1% |
4.6× |
Peter Roehl 1 won · 27 open |
$99K |
$1.13M |
33.3% |
11.4× |
Jeff Lange 2 won · 38 open |
$53K |
$1.43M |
25.0% |
27.0× |
Grant Scelzi 0 won · 14 open |
$0 |
$394K |
0% |
— |
Turner converts 53.5% — highest on the team. Grant has real pipeline but zero YTD conversions — needs a coaching conversation, not just a leaderboard.
Pipeline Hygiene & Top-of-Funnel
Hygiene — Data Quality Signals
85
Open deals, past close date
$1.39M in stale pipeline — each needs a stage update or disqualification
45
Open deals, no dollar amount
Invisible to any pipeline-coverage or forecast calculation
Track both counts monthly. Rising numbers mean the $9.53M total is getting less trustworthy — not more.
BDR Metrics — YTD 2026
| BDR |
Meetings |
Calls |
Emails |
→ Deal |
Ernest Mendoza Jr. |
187 |
5,544 |
33,701 |
1 (0.5%) |
Kortnee Hardee |
38 |
1,826 |
35,642 |
0 (0%) |
Only 1 of 225 YTD meetings traces to a deal record. Meeting-to-deal association must be enforced at booking time — without it, top-of-funnel attribution is unmeasurable.
Forecast
6-Month Bookings Forecast — Jul–Dec 2026
Stage-Probability (Optimistic)
$4.55M
Stage labels at face value
Calibrated to Actual
$1.64M
Scaled to 17.2% real win rate
June actuals were $108K — above the calibrated December low but below every other month. If the 3-month decline continues, treat these as ceilings, not floors.
End-of-Year Forecast by Rep — Stage-Refined
| Rep |
Oct (75%+) |
Nov (50%) |
2027 (<50%) |
| Joseph Turner |
$162K |
$411K |
$699K |
| Mick Warncke |
$194K |
$213K |
$145K |
| Jen Free |
$80K |
$564K |
$61K |
| Peter Roehl |
$186K |
$73K |
$117K |
| Jeff Lange |
$103K |
$111K |
$143K |
| Grant Scelzi |
$0 |
$0 |
— |
| Total 2026 |
$725K |
$1.37M |
→ 2027 |
Total 2026: $2.10M. Below-50% pipeline ($1.16M) modeled as Feb 2027 — nothing at Discovery or Site Walk closes this year.
Recommended Monthly Review Cadence
01
Set Targets First
Attach a bookings target and pipeline-coverage ratio (3–4×) before reviewing actuals against it.
02
Review the 6 Core Numbers
Open pipeline, bookings trend, new pipeline created, win rate (count & $), sales cycle, hygiene counts.
03
Rep Scorecard Live
Bookings, pipeline, and win rate together — not bookings alone, which hides who's actually converting.
04
Close the Hygiene Loop
Every stale/past-due deal gets a stage update or disqualification before next review — no exceptions.
05
Fix BDR Association
Require a deal link at meeting-booking time so top-of-funnel metrics are trustworthy next month.
