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B2B Sales

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Measuring pipeline drives the wrong behaviours!

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  • by Graham Hawkins
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  • 12 September 2016
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  • 5:34
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Sales people are measured and managed by metrics that encourage and foster the wrong behaviours. Focusing on 'pipeline size' is a big mistake.

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For years we have emphasized that it is vital that we measure our sales pipeline or sales funnel. The excepted wisdom for pipeline management was based around putting enough leads in one end, measuring the quantity of opps at each stage as they flow through, and then forecasting and realizing the orders (and revenue) that flow out the other end. Surely this cannot be wrong! 

In this interview by John Smibert, Graham Hawkins slays a sacred cow of sales by suggesting that we should not measure our pipeline.

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\r\n \"article-connect-coffee-chat.jpg\"\r\n 5 min read\r\n
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B2B Sales

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Sales Training’ is a waste of money and time (Part 2)

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We must stop teaching sales people how to ‘push’ buyers, and instead start training and coaching them on how to become highly specialised teachers.

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Graham Hawkins

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\r\n \"article-connect-coffee-chat.jpg\"\r\n 4 min read\r\n
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B2B Sales

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‘Sales Training’ is a waste of time and money (Part 1)

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When you teach sales people how to ‘push’ buyers through a sales playbook you are teaching them how to destroy your business reputation.

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Graham Hawkins

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\r\n \"Mentor\r\n 04:28\r\n \r\n \r\n \r\n
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B2B Sales

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B2B Sales has changed about 180 Degrees!

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B2B sales has now changed so dramatically that it's a "profession" that is barely recognisable to the role that both Tony Hughes and Graham Hawkins began about 30 years ago - respectively.

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Graham Hawkins

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