Most reps don't have a pipeline problem. They have a qualification problem.
I keep seeing the same pattern with reps who miss quota.
They add more meetings. More demos. More "opportunities." The CRM looks busy. The number still doesn't move.
Busy pipeline is not a healthy pipeline.
If a deal can't answer these four questions, it isn't real:
Who actually signs, and have you spoken to them?
What happens if they do nothing this quarter?
What's the date they need this live — not "soon"?
Who else is they comparing you to?
If you can't answer all four, stop forecasting it. Go back and find out, or kill it.
Killing fake deals is how you make room for the ones that close. Most reps refuse to do that because it makes the week look smaller.
The week should look smaller. The month should look bigger.
That's the work.