Sales Funnels for Mortals: Build One That Works
Let’s talk about sales funnels—and let’s keep it real.
You don’t need a 17-stage diagram with buzzwords and color codes. You need a system your sales team actually uses.
Here’s my philosophy: A simple funnel used consistently will always outperform a complex one that collects dust.
So let’s strip it down and build something your team can run with.
Start Simple. Stay Visible.
Most small to mid-sized businesses I walk into are doing one of two things:
No funnel at all. It’s just “talk to people and hope something closes.”
Overengineered chaos. Too many stages, too much software, zero clarity.
The sweet spot? Start with 3–5 clear stages that map to your actual sales process. Something like:
Lead
Contacted
Discovery Call
Proposal Sent
Closed
Now you’ve got a structure that tracks where things are stuck, not just who you talked to.
The Real Power Is in the Conversion Rates
It’s not about having a funnel—it’s about using it to coach performance.
Here’s what I mean:
If you’ve got plenty of leads but low discovery calls → your outreach script needs work
If you’re sending tons of proposals but not closing → your value story’s off
If every stage is leaking → you’ve got a training issue or a broken process
When we track conversion rates between each stage, we stop guessing. We coach with data, not drama.
Spreadsheet First. CRM Later.
If you’ve got a small team, don’t rush into a big CRM system. Start with a shared spreadsheet. Track activity weekly. Coach consistently.
Once the team is ready—and only then—you upgrade to a CRM that matches your process (not the other way around).
Remember: tech should support your system, not replace it.
Keep the Funnel Live
A funnel isn’t a diagram. It’s a dashboard.
You review it weekly, you talk about it daily, and you use it to drive behavior.
Because a good funnel doesn’t just show you where your deals are. It shows you where your leadership should be.
Next up: We’ll dig into calendars that drive revenue—and why time blocking is more important than talent when it comes to consistent sales.
About Don Vanpool
Don Vanpool is a business coach, private equity operator, and former Fortune 500 executive who helps companies build repeatable systems that drive results. With deep experience in sales leadership, operational excellence, and Co-Active coaching, he equips business owners and sales teams with the tools—and mindset—they need to win consistently.
