Here is another line from a sales employment ad (emphasis mine): The primary role of this position is to build a revenue generating sales pipeline which will primarily consist of prospective accounts. Pipeline bloat is something we encounter with sales managers on a regular basis. As you probably know, salespeople have a tendency to…overestimate their pipeline. This is done for a number of reasons, but the primary one is to make their sales manager believe that the salesperson is on the cusp of big revenue. Many a sales manager has been drawn in by potential deals. So with that as a backdrop, I am surprised to see a sales ad… Read More
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