Underperformance and Buyer Indecision Are Costing You 30-40% of Potential Revenue

Let Us Help You Discover exactly where it's happening - and what to do about it.

The Commercial Division Was On the Chopping Block

In June 2025, Josh, the owner of BDK Door faced a brutal decision: shut down the commercial division or figure out why a capable team wasn't producing.

The symptoms were clear. Reps stayed busy, but revenue stayed flat. Pipeline reviews were optimistic, but deals kept stalling. After six months of pressure and frustration, Josh was ready to cut his losses.

Instead, he diagnosed the real problem.

Within 90 days of implementing Relational Influence™:

Monthly revenue doubled
The division posted a record year by December
Josh kept a team he was days away from eliminating

The fix wasn't new tactics. It was identifying the belief gaps driving underperformance—then coaching the team through them.

"Scott helped us see what we couldn't see. Our people weren't the problem. Our approach to coaching them was."
— Josh Jaeger, Owner

Is Your Company Facing Similar Pressure?
Schedule a free 45-minute sales performance assessment to diagnose what's really happening.

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Your Numbers Don't Lie.
Your Team Does.

But not because they're dishonest—because they're scared, stuck, or don't even know they're off track.

Sales leaders see the symptoms every week:

Reps staying busy but not closing
Deals stalling at 70% probability with no clear next step
Good people underperforming, but you can't pinpoint why
Buyers are enthusiastic in discovery, then vanish after the proposal

Here's what's really happening

Your reps aren't giving you accurate forecasts because:

They don't feel safe admitting "I don't know what to do next"
They're afraid looking uncertain makes them look incompetent
They genuinely believe the deal is fine (because they can't see the buyer's indecision)
They're staying busy to avoid confronting the real problem

Most organizations chalk this up to "market conditions" or "hiring mistakes."

The real cause?
Two hidden performance killers

1. Rep Underperformance - Poor execution driven by unclear beliefs about their role, value, or capability. When reps don't believe they can win, they fake confidence and hope momentum carries them through.

2. Buyer Indecision - 60% of lost deals aren't lost to competitors,they're lost to "no decision." And most reps can't diagnose indecision because they've never been taught how to recognize it.

When you diagnose the real problem, and create the safety and coaching skill to address it, you can finally fix it.

Find What It's Costing You

You Already Know Underperformance and Indecision Are Costing You Revenue.

You Just Don't Know How to Fix Them.

Most sales leaders see the symptoms clearly:

Reps staying busy but not closing
Deals stalling at 70% with no clear next step
Pipeline reviews full of optimism, followed by unexpected losses

The problem isn't awareness. It's diagnosis.

You can't fix what you can't accurately diagnose.

Without a diagnostic framework, most leaders either:

Try generic fixes that don't address the root cause (training, pressure, meetings)
Avoid the problem entirely and hope time or turnover solves it

Neither works.

Relational Influence™ is Built for Diagnosis and Resolution

Underperformance is a belief problem disguised as a tactics problem.
Buyer indecision is a coaching gap disguised as a competitor threat.

Both require accurate diagnosis before lasting resolution is possible.

The Relational Influence™ Methodology:

Identifies exactly where performance is breaking down - Belief? Trust? Skill? Buyer psychology your reps can't see?
Quantifies the hidden revenue opportunity - Real dollars at stake, so you prioritize what matters most
Installs belief-driven behaviors that create lasting traction - Diagnosis without resolution is just expensive awareness

The fix isn't more activity. It's clarity on what's actually broken and how to guide your team through fixing it.

Schedule Your Assessment

The Real Growth Problem Isn't Pipeline Size, It's Performer Distribution

Most sales organizations try to grow by adding more reps or building bigger pipelines.
But here's what the data shows:

Top 20% of reps close 3-4x more revenue per opportunity than average performers
Middle 70% generate activity but inconsistent results—they're not bad, just inconsistent
Bottom 10% consume coaching time, create forecast noise, and rarely improve without intervention

The math is simple:
If your average performer closes 25% of qualified pipeline and your top performer closes 60%, you don't need a bigger pipeline—you need more top performers.

Shifting just 3 average performers into high-performance behaviors creates more revenue growth than hiring 2 new reps or running another discount promotion.

The constraint isn't effort. It's proficiency in guiding belief and trust—the exact skills that separate top performers from everyone else.

Want to see what underperformance is actually costing you?
Use our Sales Performance Calculator to quantify the revenue gap between your current team distribution and what's possible when more reps operate at top-performer levels.

Three Pathways.
One Diagnostic Entry Point

All three pathways use Relational Influence™, a diagnostic methodology that addresses belief gaps driving underperformance and indecision. Learn more about the methodology

Leadership Lab

Where Sales Leaders Learn to Coach Performance, Not Just Manage It

Over 50% of sales employees miss quota each year. Most sales leaders see the underperformance but don't know how to fix it.
When multiple reps consistently miss quota, stay busy without closing, or give optimistic forecasts that die—the problem isn't effort. It's belief.
Learn how to diagnose where performance breaks down, create safety for honest conversations, and coach your team through resistance instead of applying more pressure.

Best for: Sales leaders with 3+ underperforming reps who need to coach, not control

Sales Lab

Where Elite Sellers Learn to Lead Buyers Past Indecision and Into Action

60% of lost deals aren't lost to competitors—they're lost to "no decision." Your reps are losing in late-stage pipeline because they don't know how to coach buyers through indecision. This program teaches your team to guide customers across the gap from uncertainty to commitment—so deals stop stalling at 70% and start closing.

Best for: Sales teams losing deals in late-stage pipeline to "no decision" instead of competition

Performance Intensive

Where Underperformance Gets Addressed—With Clarity, Compassion, and Results

Most managers know they have an underperformer. Few take action—because it's uncomfortable, time-consuming, and legally risky when not done right.
The Performance Intensive is a hands-on, done-with-you solution for companies ready to take decisive action.
As your fractional performance manager, we guide each individual through a structured 90-day program designed to either elevate their performance or exit them with confidence, clarity, and complete documentation.

Best for: Companies with 1-2 clear underperformers who need structured intervention and documentation support

Not Sure Which Path Fits Your Situation?

Most companies don't have just one problem, they have a pattern. That's why we start every relationship with a free 45-minute Sales Performance Assessment.

We'll help you:

Identify where performance is breaking down (team, individual, or buyer-side)
Quantify the revenue opportunity hidden in those gaps
Determine which intervention creates the fastest ROI

Schedule Your Assessment

You've Got Three Options

Keep doing what you're doing. Hope that underperformance fixes itself or that next quarter's hiring solves the problem. (Spoiler: It won't.)
Try another training program. Give your team more content, more tactics, more enthusiasm—then watch it fade in 30 days when belief doesn't change.
Diagnose the real problem. Then fix it. Find out exactly where performance is breaking down, what it's costing you, and which intervention creates the fastest path to recovery.

Start With a Free 45-minute Performance Assessment

No pitch. No pressure. Just a structured conversation that gives you:

Clear identification of your primary performance obstacle
Quantified revenue opportunity from fixing it
Honest recommendation on whether we're the right fit

We only take on 10 company engagements per year. If we're a match, we'll tell you. If we're not, we'll point you in the right direction.

Schedule Your Assessment

Underperformance and Buyer Indecision Are Costing You 30-40% of Potential Revenue

The Commercial Division Was On the Chopping Block