What’s in Your Pipeline?

We’ve all seen countless times the commercials for Capital One where it ends with the question, “What’s in your wallet?”
That line got me thinking, “What’s in your pipeline?”  Is your sales pipeline nothing more than a sewer pipe, because you’ve got lousy leads, bad prospects and stalled customers plugging it up?
Early in my sales career, I had a boss who would rip me apart if I didn’t have a full pipeline. It didn’t take me long to figure out the best way to keep him off my back was to stuff my sales pipeline with opportunities.
The “opportunities” I had in my pipeline had little-to-no chance of ever turning into a sale, but that didn’t matter. What mattered was my boss didn’t bug me. Worse was what it did to me! First, it lulled me into thinking life was good, and second, it made it harder for me to know what I did