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Filling the Sales Pipeline - Who's to Blame?

funnelYou've installed the latest and greatest application to track, monitor and review your pipeline. You need this system to do your own planning for the running quarter, to plan the next quarter, to plan revenues and expenditure for the next fiscal year. You've provided your team with training to assist them in adding new opportunities to the pipeline. You've let the sales force know that they must add new opportunities to the pipeline now. There are individual goals and quotas that support the team's goals and quotas and it's now or never.

In one company, the entire sales force followed through and they added nearly 40 new opportunities to the pipeline in just a week. 

In another company, some of the people followed through and some didn't.  Of those that didn't fill their pipelines, some were more than capable. So I have three questions for you:

1. If they are capable of adding new opportunities to the pipeline but they don't, what must you do in order to not lose credibility, potency and momentum with the rest of your team? 

2. With those who aren't yet capable of filling their pipeline, how can you excuse them when the initiative applied to everyone?

3. Whose responsibility is it that not everyone filled their pipeline?

Send me your comments on Twitter (www.twitter.com/mauritssuper) and we'll share with you with what you all come up with.
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"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."
Charles Darwin
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