We have a 20-person mid-market AE team and activity metrics looked good to me. We're making calls, emailing people, booking demoes. But closed won at the end of the quarter is consistently below where it needs to be.
We've already looked at ICP fit, done territory adjustments. Nothing has really changed the output at a team level.
I'm really struggling to figure out whether this is a rep skills issue, something structural in how we've set up territories or quotas, or something else entirely. Has anyone been through this and figured out what was actually causing it? Specifically interested in what the diagnostic process looked like, not just the fix please.