The pipeline is £2m. Half of it hasn’t moved since March.

A pipeline that grows while the forecast stands still is telling you something specific, and most sales reviews are structured to miss it.

By Steve 5 min read
Abstract bridge artwork for The pipeline is £2m. Half of it hasn’t moved since March.

Every month the pipeline report gets longer and the forecast stays roughly where it was. New opportunities go in at the top; almost nothing comes out of the bottom, in either direction. Nobody has lost these deals. Nobody has won them either. They sit at 60%, where they have sat since the spring, and the sales meeting spends its time on the two deals that are actually moving. This is one of the most common patterns in a growing business’s sales function, and it is usually misread as a discipline…

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