It’s not just American Business Professionals that suffer from the BULL HOOEY as you put it… it is epidemic the world over. Interestingly, the number of people who I speak to on this subject also know it is wrong, but these are the guys who are on the front line, the ones expected to close deals and they are dictated to by the top guys in their own organisations and in turn these top guys are seduced by the purveyors of the problem… CRM companies.

CRM companies don’t understand Pipeline Management, yet they peddle their wares to unsuspecting top officers who should know better. Ask any front line sales guy what are the only two outcomes possible for any given deal… and you will get the answer… win or lose (not win). So is about time we started managing the pipeline on this basis and leave the percentage closers to their dreams.

One of the things I firmly believe in is Personal Pipeline Management. Your commission check is personal, so why should you not take personal control over your pipeline? Do what ever you need to do with the corporate system to keep your job and take control of your earnings, by taking real control of your pipeline!

Finally, Karl is absolutely right about telling your partner about your commission. Several of my clients do just that… and it shows their partner why they need to put in the extra hours and what could be purchased if they close what they forecast!