Sales Questions Brutally Honest Answers - PodCast ’s Post

thanks for sharing

Right on!!!

True

Awesome

Thanks for sharing Brian G. Burns

I find this post to be very accurate.The part about a number in pipeline being an opinion and not a fact and then we go beating around the place trying to find out why the pipeline is not converting and you really can't get to the bottom of it...I never thought about it like this...You have taught me something good.I would state that even if a number is a fact it is not an absolute and we now must see why the number is like that..if the fact is that I am overweight that is objective as per the scale but does it mean it's an absolute fact...I would suggest NO because it may be calibrated incorrectly and that may well be compared to some of our matrices we use..but it may also have a cause such as eating the wrong diet...now the absolute fact has become a starting point for solving the problem.However your most accurate point especially in sales but also in life is to talk to the people...find out the challenges and help them...if you do that sometimes you are surprised at the results and everyone grows exponentially and so do the sales.But in Corporate to fight for your people takes some courage but if you do,even though it may be uncomfortable at first...the fruits are exceptional...for both you and the Sales Force.

Great point...

I’ve seen “pipelines” in CRM that were several times the annual revenue of the company. And were used to manage the business. Laughable, meaningless.

True story

In my experience, “data driven” is another word for “lacks ability to lead”. Its reversible, but if you are responsible for the results of a sales team, at some point you have to stop torturing them w/ spreadsheets and “facts” and develop them as you continue to develop yourself. Otherwise, it’s not a sales team, it’s a data collections department that people occasionally buy stuff from.