Articles on sales pipeline management, forecast accuracy, and sales manager coaching — drawn from 25 years and 500,000+ professionals trained across five continents.
The root cause of poor forecast accuracy is almost never the rep. It sits one layer up — in the manager who sets the daily standard for what is real in the pipeline. After 25 years and five continents, the pattern is consistent. Here's what to look for before your next board call.
Most programmes train managers for a day and leave. The standard is gone by Monday. This article explains the structural reason every coaching programme fades — and what the three elements of permanent behaviour change actually look like.
The SFI™ is a one-week diagnostic that measures — precisely and verifiably — what percentage of your pipeline can be confirmed as a real opportunity, deal by deal, rep by rep. This is the complete guide: what it measures, what a typical score looks like, and what you do with the number.
Enter your quarterly pipeline target and see instantly how much is likely unverifiable — and what the ROI on fixing it looks like before you commit to anything.
Run the Calculator →After 25 years, Robert has identified 8 rep behaviours that drive pipeline fiction. Select the ones you recognise on your team and get a tailored revenue impact estimate.
Take the Quiz →Robert speaks personally with every VP Sales and CRO before any engagement. Free 30-minute conversation. No pitch. No obligation.