A successful sales process is like a well-oiled machine: smooth, efficient and reliable. But when that process starts to break down, it can feel more like pushing rope uphill. Missed targets, frustrated teams and stagnant growth are all symptoms of a failing sales process — a problem many businesses face but few know how to fix.

So, how do you know if your sales process is in trouble? And what can you do to get it back on track?

Let’s explore five tell-tale signs of a failing sales process and how a solid Revenue Operations (RevOps) strategy can help you turn things around.

1. Leads Are Stuck in the Pipeline

When leads enter your sales funnel but never seem to move through it, you have a pipeline problem. Stagnant leads often indicate unclear processes, inconsistent follow-up practices or a lack of alignment between marketing and sales. If your team constantly complains about unqualified leads or doesn't know how to handle prospects after initial contact, it’s time to act.

RevOps aligns marketing and sales teams to define clear lead qualification criteria and streamline handoff processes. By leveraging tools such as HubSpot, businesses can track leads in real-time, automate follow-ups and identify pipeline bottlenecks early. With EggOps, we go one step further by ensuring your pipeline prioritises your Ideal Client Profile (ICP) — the customers most likely to convert and deliver long-term value

2. Your Sales Cycle Is Getting Longer

Lengthy cycles often stem from inefficient processes, poor visibility into deal stages and a lack of buyer engagement.

Implementing a strong RevOps strategy helps standardise your sales process, eliminating unnecessary steps and introducing automation where possible. HubSpot's deal tracking tools provide visibility into each stage of the pipeline, helping sales reps stay organised and responsive. EggOps applies the principles of Fried Egg Marketing® to focus resources on high-quality leads, shortening the cycle and boosting conversion rates.

3. Sales and Marketing Are Constantly Pointing Fingers

When sales and marketing teams are misaligned, the blame game begins. Sales complains about lead quality, while marketing insists the sales team isn’t following up effectively. This disconnect creates friction, stalls growth and damages morale.

RevOps bridges the gap by aligning teams around shared goals, processes and metrics. HubSpot’s CRM centralises customer and lead data, ensuring both teams operate from the same information. With EggOps, we align your tech stack and processes around your ICP, ensuring that marketing generates leads that sales are genuinely excited to pursue.

4. Forecasting Is Inconsistent or Inaccurate

Forecasting should provide clarity about future revenue potential. If your forecasts feel more like educated guesses than reliable predictions, data issues or process gaps are likely to blame.

The RevOps Fix: RevOps introduces consistent data management practices and integrated analytics tools. HubSpot’s reporting dashboards give leadership teams real-time insights into deal velocity, pipeline health and sales performance. EggOps enhances this by helping businesses focus on the right metrics — those tied to high-impact accounts and long-term growth.

5. Customer Churn Is Increasing

Closing a deal isn’t the finish line — it’s the start of a long-term relationship. If customers are leaving soon after signing on, your sales process might be overpromising or your handoff to customer success might be broken.

RevOps ensures a seamless transition from sales to customer success. HubSpot’s Service Hub provides teams with a complete view of the customer journey, enabling proactive, personalised support. EggOps ensures that your entire post-sale strategy focuses on your ICP, helping you nurture relationships with your most valuable clients.

Why RevOps (and EggOps) is the Key to Fixing Your Sales Process

RevOps provides the structure, tools and insights to fix broken sales processes and unlock growth. But not all RevOps strategies are created equal. With EggOps, we go beyond basic process optimisation by aligning your entire revenue engine around your Ideal Client Profile. By applying the principles of Fried Egg Marketing®, we help you focus on the customers that matter most — ensuring your sales process is efficient, scalable and profitable.

Ready to learn more?

Join our upcoming webinar, From Chaos to Clarity: How to Build a Revenue Engine That Scales and discover how RevOps, HubSpot and EggOps can help you transform your sales process for sustainable growth. Book your place today!