And you're not sure which of your deals are real.
If that feeling sounds familiar, you're not alone. Most sales leaders I meet carry it every week. My work is to take it away.
Coverage is three times target. Then the deals slip, one by one, and the gap shows up in the last two weeks.
Everyone nods. Nobody asks the hard question. The deal stays green because saying otherwise feels awkward.
So you run the business from a spreadsheet, a few side conversations and your gut.
You paid for a workshop. Your reps loved it. By the following Monday, nothing had changed.
Your CEO asks for a forecast. You quietly add a buffer, just in case. And you hate that you have to.
They spend Friday afternoons hunting for updates instead of helping reps win.
None of this means your people are bad. It means they're missing a system that makes honesty safe.
They're answering the questions they're asked. "How's the deal going?" gets you hope. It doesn't get you facts.
Change the questions. Change who asks them, and how often. Your pipeline starts telling the truth.
One manager, equipped with the right system, is worth ten rep training days.
You won't be handed to a junior consultant. You work with me, from the first call to the last review.
I spent 10 years at Thomson Reuters, where I was a top 1% performer. That’s where I discovered the Prospect Management System, in 2000. I know the pressure you're under, because I've felt it.
I'm the only licensed Prospect Management System™ consultant outside the United States.
Deployed in 12+ markets on 5 continents, in whatever language your teams sell in.
IDC Asia Pacific is a long-term client. "It is now part of our culture," says Eva Au, their Managing Director.
I also coach with ARISE Human Capital, because leaders perform best when they feel well.
Slides don't change behavior. Practice does. This is what that looks like: real sales teams, working on their own live pipelines, in markets on five continents.
Five continents. Any language. The words change from room to room. The way a team reads its pipeline doesn't. Twenty five of them below. Hong Kong opens the Global page.
City photos courtesy of Unsplash.
Tell me about your pipeline. One sentence is enough.
I'll reply personally within 24 hours. Not an assistant. Not a bot. Me.