Beta09.16.26 release

Sales Funnel Management Katas

A systematic, daily coaching and execution rhythm to identify conversion bottlenecks, improve stage velocity, and maintain pipeline hygiene across the entire buyer journey.

13 katas, in the order they are used. Each is free, open-licensed, and comes with a companion guide.

Step 1
Value stream mapping
Sales funnel value stream map
The same value stream discipline applied to a sales pipeline: real stage-to-stage timing from your customer relationship management (CRM) system, computed flow efficiency, and a ranked list of exactly which stage is choking the funnel — stalled deals as work in progress, conversion as first-pass yield.
View guide →
Step 2
Standard work
Qualification standard work
The work instruction shape pointed at qualifying a lead against the ideal customer profile (ICP): major steps — firmographic fit, a real trigger, anti-ICP disqualifiers, budget-authority path — each with a key point for the technique and the reason it matters, so qualification depends on the same checks regardless of which rep is running them.
View guide →
Step 3
Daily management
Pipeline management board
The same tiered huddle cascade — what each level reviews, and the concrete condition that escalates a deal or a pattern to the level above — pointed at a sales pipeline instead of a shop floor.
View guide →
Step 4
Standard work
Discovery call standard work
The work instruction shape pointed at a sales discovery call: major steps, each with a key point for the technique that surfaces real information and the reason it matters — so the compelling event and real decision process get found regardless of which rep is on the call.
View guide →
Step 5
Voice of the customer
Win-loss interview guide
A question bank for interviewing a buyer after a deal has closed, won or lost — built around the real decision factors and the competitive alternative, not a sanitized recap.
View guide →
Step 6
Value stream mapping
Deal aging / work-in-progress report
Which open deals are stalled — how long each deal has sat in its current stage, each stage's average age, and exactly which deals are aging well past their peers.
View guide →
Step 7
Value stream mapping
Stage conversion analysis
How many deals enter each funnel stage and how many advance — per-stage conversion, rolled yield from first stage to closed-won, and exactly which stage is losing the most deals.
View guide →
Step 8
Problem solving / root cause analysis
Deal A3 — win-rate root cause analysis
The same A3 discipline applied to a losing pattern in the pipeline instead of a shop-floor problem: a Pareto over loss reasons, a root cause chain that survives scrutiny, and countermeasures a sales leader can actually act on.
View guide →
Step 9
Problem solving / root cause analysis
Fit-criteria scorecard
The weighted decision matrix discipline pointed at prospect accounts: score each one against firmographic fit, technographic fit, trigger strength, and buying-committee access, and let a computed composite score and tier — not a gut feel — say which account actually deserves the next call.
View guide →
Step 10
Value stream mapping
Bottleneck analysis
Which single stage is capping your funnel's throughput, and which stage deals stall at worst — from a short list of stages, no full value stream map required.
View guide →
Step 11
Value stream mapping
Funnel flow efficiency calculator
The single flow-efficiency number for a sales pipeline — process time as a share of total time in the funnel — from a short list of stages, no full value stream map required.
View guide →
Step 12
Kaizen events
Stakeholder coverage map
How much of the population you actually need to reach is even tracked, and, within what's tracked, how completely each unit's required roles have a real named contact — both computed, not asserted, with dark units and systemically-missing roles flagged plainly.
View guide →
Step 13
Daily management
Visibility board
The performance board discipline pointed at a commercial function: bookings, pipeline quality, service velocity, team productivity — Plan vs. Actual, period by period, computed red or green from real numbers, where every red gets containment and a note on what's being done, closing the loop into a gemba-grounded root-cause log and a countermeasure register.
View guide →

Browse every kata or hand this playbook to an AI agent.