The primary role of this position is to build a revenue generating sales pipeline which will primarily consist of prospective accounts<\/em>.<\/p><\/blockquote>\nPipeline bloat is something we encounter with sales managers on a regular basis.\u00a0 As you probably know, salespeople have a tendency to\u2026overestimate their pipeline.\u00a0 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.\u00a0 Many a sales manager has been drawn in by potential deals.<\/p>\n
So with that as a backdrop, I am surprised to see a sales ad written with the weak qualifier: primarily consist of prospective accounts.\u00a0 The sales managers we work with are usually attempting to reduce the pipeline to only<\/em> prospective accounts.<\/p>\nClearly the better sentence for the ad would have been: The primary role of this position is to build a revenue generating sales pipeline consisting of qualified, prospective accounts.<\/p>\n","protected":false},"excerpt":{"rendered":"
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.\u00a0 As you probably know, salespeople have a tendency to\u2026overestimate their pipeline.\u00a0 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.\u00a0 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<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[26,4],"tags":[530,1370,1371,472,1275],"class_list":["post-2076","post","type-post","status-publish","format-standard","hentry","category-employment-ads","category-sales-management","tag-employment-ad","tag-pipeline-bloat","tag-qualified-pipeline","tag-sales-ad","tag-sales-pipeline"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-xu","jetpack-related-posts":[{"id":1321,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/pipeline-or-pipe-dream\/","url_meta":{"origin":2076,"position":0},"title":"Pipeline Or Pipe Dream","author":"Derrick Moe","date":"December 5, 2007","format":false,"excerpt":"One of the tenets of successful sales management is effective pipeline management.\u00a0 Sales managers have to have an accurate read on their team's opportunities and a good understanding of when they will close. This truth is never more important than in a capital equipment sale.\u00a0 If a product has a\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2164,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/11\/a-hazy-shade-of-forecasting\/","url_meta":{"origin":2076,"position":1},"title":"A Hazy Shade Of Forecasting","author":"Derrick Moe","date":"November 18, 2009","format":false,"excerpt":"The stresses of this economy are affecting entire sales departments from the leadership down to the trenches.\u00a0 One piece I have noticed is a distinct aversion towards customer relationship management software.\u00a0 Interestingly, the resistance is coming from sales managers. What I believe I am seeing are sales managers with less\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1125,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/manage-the-leading-sales-indicators\/","url_meta":{"origin":2076,"position":2},"title":"Manage The Leading Sales Indicators","author":"Derrick Moe","date":"August 10, 2007","format":false,"excerpt":"I've been talking to numerous prospects and existing customers this week about onramping salespeople.\u00a0 This topic is germane to every company that employs salespeople. The discussions I had this week have all involved a common thread - managing the trailing indicators.\u00a0 Revenue, customers, pipeline, etc.\u00a0 The sales managers in these\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewritermanagetheleadingsalesindicators-a244speedometer.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1970,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/the-enormous-forecast\/","url_meta":{"origin":2076,"position":3},"title":"The Enormous Forecast","author":"Derrick Moe","date":"March 20, 2009","format":false,"excerpt":"Shrinking revenue reports are the fear of most sales managers.\u00a0 This fear is further intensified during this economy.\u00a0 There are salespeople who are attempting to leverage this fear by submitting an inflated forecast.\u00a0 These salespeople provide forecasts that are filled with large deals that are welded to the 90 days\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1581,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/5-questions-for-every-sales-manager\/","url_meta":{"origin":2076,"position":4},"title":"5 Questions For Every Sales Manager","author":"Derrick Moe","date":"May 20, 2008","format":false,"excerpt":"A good article here from Selling Power titled Five Questions Every Sales Manager Should Be Able to Answer.\u00a0 The questions are spot on, but pay special attention to number 3 (my editing): Which lead sources result in the highest percentage of closed deals? Do you know where your best leads\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":488,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/disqualifying-prospects\/","url_meta":{"origin":2076,"position":5},"title":"Disqualifying Prospects","author":"Derrick Moe","date":"December 7, 2006","format":false,"excerpt":"Selling entails many skills and aptitudes, but one thing that is often overlooked is the ability to disqualify prospects. Selling Power offers up this article - How to Disqualify Leads - which provides a thorough explanation of techniques. First, a great image that I have not heard used in this\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2076","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2076"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2076\/revisions"}],"predecessor-version":[{"id":2078,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2076\/revisions\/2078"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2076"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2076"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2076"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}