The pipeline is three times target. The quarter still closes short.

Weighted pipeline is an average across a portfolio most sales teams do not actually have, and the miss is usually about dates rather than deals.

By Steve 5 min read
Abstract bridge artwork for The pipeline is three times target. The quarter still closes short.

A sales forecast that is wrong in both directions is noise. A forecast that is wrong in the same direction, quarter after quarter, is information nobody is reading. The familiar version runs like this: coverage looks healthy, the weighted pipeline comfortably exceeds target, the review is calm, and the quarter lands twenty per cent light. Then the same thing happens again, and the response is to demand more pipeline rather than to ask why the existing number does not predict anything. What a weighted pipeline actually claims Multiplying deal value…

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