Corporate Pipelines - Why They Inevitably Lead to Poor Sales Forecasts
Corporate pipelines tend to be political tools and are rarely a true reflection of what"s happening within the sales function. Most often, they are used to show management what management wants to see. Word comes down from management that "there is not enough in the pipeline", so the sales reps begin to populate the pipeline with data - any data - to show they"re working on something. This keeps management off their backs for a little while longer but if a large deal is put into the pipeline this then gets focus and attention because the big guns want to know that it's being managed properly. ...
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