Your pipeline is big – really big. So big, you seem to mention it every chance you get: sales meetings, board meetings, customer presentations, cocktail parties, plant tours. In fact, you have a hard time shutting up about your big pipeline. And who can blame you? If given a choice, any sales organization would choose a big pipeline. Right?
Not exactly. The most productive sales forces know that emphasizing pipeline size can actually diminish sales performance. New r(...)
