• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Is this the REAL Reason for Increasing ‘Pipeline Under-Performance?’

Bernadette McClelland - 25 February 2018

There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. I am saying 50% because it’s ‘about right’ and besides what’s a percentage here and there between friends, readers or even salespeople and sales leaders – you know what they say about statistics! Well, the truth is – one percentage point amortised over a sales team, a community or an economy for just one day matters.
So what can we do about it?
Well, we can do a few things:
We can dangle another carrot or crack another stick.
We can use command and control and send a 30 day letter
We can sit and listen to the excuses and then resume BAU
We can throw more resources at the problem and hope it fixes itself
We can increase the targets and squeeze some more from our people and worry about the ramifications on those same people after we

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative