Blueprint 06 · Revenue · Funnel · Process · Team · Development · Retention
Complete this diagnostic as honestly and specifically as possible. Revenue is lost in the gaps of your sales process — not from lack of leads. Every answer becomes the foundation of your commercial strategy.
Completa este diagnóstico con honestidad y precisión. El revenue se pierde en las grietas del proceso, no por falta de leads.
— “ Revenue is lost in the gaps, not from lack of leads. ” —
Understand the actual numbers first — revenue, cash collected, ticket size, and margins must be tracked separately.
A1 — Revenue snapshot: last 3 months
Resumen de revenue: últimos 3 meses
Separate invoiced revenue from cash actually collected — the gap between these two is itself a critical finding.
A2 — Ticket, payment structure & top services
Ticket, estructura de pago y servicios principales
Track revenue AND margin per service line separately — high-revenue services with low margins are hidden traps.
A3 — Revenue variance: best vs. worst months
Varianza de revenue: mejores vs. peores meses
Understanding what drives variance is more valuable than knowing the average. Patterns are the most actionable finding.
Map every stage with real numbers. If you don't know a number, write "Unknown" — that is itself a critical finding.
B1 — Monthly funnel numbers
Números mensuales del funnel
Most businesses lose 40–60% of closeable deals in the follow-up stage, not in the pitch — measure every stage.
B2 — Biggest drop-off & follow-up process
Mayor abandono y proceso de seguimiento
B3 — Lead sources & quality
Fuentes de leads y calidad
The source of a lead determines qualification level, close rate, and LTV — treating all leads the same is a strategic error.
A documented, repeatable sales process is the difference between a business and a founder doing sales forever. Unscripted objection handling is the single biggest conversion killer.
C1 — Is your sales process documented and consistent?
¿Está tu proceso de ventas documentado y es consistente?
C2 — Top 5 objections & how you handle them
Top 5 objeciones y cómo las manejas
Unscripted objection handling is the single biggest conversion killer. Every unhandled objection is a deal you trained your prospect to walk away from.
| # | Objection | Your current response | Scripted? | Close rate |
|---|---|---|---|---|
| 1 | ||||
| 2 | ||||
| 3 | ||||
| 4 | ||||
| 5 |
C3 — Social proof & differentiation
Prueba social y diferenciación
Specific proof with numbers closes deals. Vague testimonials create doubt.
A sales team without clear individual metrics and a training system will underperform regardless of lead volume.
D1 — Who does what in your sales process?
¿Quién hace qué en tu proceso de ventas?
When one person does everything, none of it gets done well — especially at scale.
| Sales Function | Who handles it? |
|---|---|
| Lead Generation | |
| Prospect Qualification | |
| Sales Closing | |
| Follow-up |
D2 — Individual performance & what separates the best
Rendimiento individual y qué separa al mejor vendedor
D3 — Training, coaching & team capacity
Entrenamiento, coaching y capacidad del equipo
Most sales teams scale leads before scaling capability — and then wonder why close rates drop.
Referrals and strategic alliances are the highest-quality, lowest-cost leads — and most businesses leave both completely unstructured.
E1 — Lead source breakdown & channel quality
Desglose de fuentes y calidad de cada canal
E2 — Referral program & strategic alliances
Programa de referidos y alianzas estratégicas
E3 — B2B and institutional sales opportunity
Oportunidad de ventas B2B e institucional
B2B deals are typically larger in volume, longer in retention, and more predictable in revenue.
The moment a client pays is the moment most businesses stop selling — that is the most expensive mistake in revenue retention.
F1 — What happens immediately after a client pays?
¿Qué pasa inmediatamente después de que un cliente paga?
The handoff from sales to delivery is where most client dissatisfaction and churn begin.
F2 — Cancellations, refunds & churn
Cancelaciones, reembolsos y churn
Every cancellation not formally analyzed is a lesson that costs you twice.
F3 — Upsells, renewals & top 90-day improvements
Upsells, renovaciones y mejoras principales en 90 días
Upselling to an existing client costs 5–7x less than acquiring a new one.
Scroll through and verify everything before submitting · Revisa todo antes de enviar
By submitting, you confirm all answers are true and complete to the best of your knowledge.
Al enviar, confirmas que todas las respuestas son verdaderas y completas.
Your Sales & Commercial Blueprint has been submitted. Nelson's team will review your responses before your strategy session.
Tu blueprint ha sido enviado. El equipo de Nelson revisará tus respuestas antes de la sesión estratégica.