Analyze and Review the FRONT of the Pipeline…Why?

Software Sales Excellence: “The vast majority of pipeline reviews or discussions focus on what’s closing this week, this month or this quarter.  Sales manager’s typically dig in to the details of the latest proposal and associated meetings, calls, and e-mails regarding the transition from proposed business, to a verbal agreement, to contract negotiation and signatures.  Sales executives maintain a similar focus on the “end game” as that is the pre-cursor to “pay day”.  I would not quibble with the notion that such analysis on this portion of the pipeline is important, but I believe it is also a two-edged sword. ” Read the entire article at:http://duncanklawjr.wordpress.com/2009/03/25/analyze-and-review-the-front-of-the-pipelinewhy/