Buying Cycle Pipeline Revelation Sales Management 
Partners in Excellence
OCTOBER 31, 2013
Pipeline reviews and reporting are constant sources of contention between management and sales people. Most often the value of this activity is portrayed as the inverted triangle in this diagram. Managers are getting all the value! At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”
Partners in Excellence
JUNE 6, 2018
Clearly the flaw in this thinking is that while any one customer will spend a very small part of their time with a sales person, sales people must invest their time with lots of customers! Often, this falls to Sales Ops, Sales Ennoblement and Sales Management.
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