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Filling the Sales Pipeline Whos to Blame

Written by: Dave Kurlan

Article Overview: What happens when your salespeople don't do what they're supposed to do?

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Filling the Sales Pipeline Whos to Blame

You've installed the latest and greatest application to track, monitor and review your pipeline. You've provided them with training to assist them in adding new opportunities to the pipeline. You've let the sales force know that they must add new opportunities to the pipeline now. There are individual goals and quotas that support the team's goals and quotas and it's now or never.

In one company, the entire sales force followed through and they added nearly 30 new opportunities to the pipeline in just a week.

In another company, some of the people followed through and some didn't. Of those that didn't fill their pipelines, some were more than capable. So I have three questions for you:

1. If they are capable of adding new opportunities to the pipeline but they don't, what must you do in order to not lose credibility, potency and momentum with the rest of your team?
2. With those who aren't yet capable of filling their pipeline, how can you excuse them when the initiative applied to everyone?
3. Whose responsibility is it that not everyone filled their pipeline?

Add your comments below and we'll rate what you all come up with. The best response wins an autographed copy of Baseline Selling.

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Home > Sales > Dave Kurlan > Filling the Sales Pipeline Whos to Blame
Article Tags: baseline, credibility, initiative, momentum, new opportunities, pipeline, pipelines, potency, quotas

About the Author: Dave Kurlan
RSS for Dave's articles - Visit Dave's website

Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).

Click here to visit Dave's website Dashed Line

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