Everyone wants a full sales pipeline. There’s not a sales manager in the world who isn’t continually beating up their sales team to get more into their pipeline.

News flash! It doesn’t matter what you put into your sales pipe that counts! What counts is the speed with which it moves through the pipe! The speed it moves through the pipe is what’s going to determine what comes out in sales.

If your sales pipeline is like most, then what you have in it is a lot of junk, and it’s there only because your sales manager will rip you apart if you have anything but a full pipe.  It’s time we get real and quit putting into our pipe leads that aren’t going anywhere. Full Article