Post by RevGenius

Your pipeline is not a forecast. It is a collection of stories your team has agreed to believe until the last two weeks of the quarter prove otherwise. Only 45% of sales leaders have high confidence in their own forecasts and yet most CRMs are full of late-stage deals sitting comfortably in negotiation while nothing actually moves. The problem is not visibility. It is what we have decided to measure. A demo happens, a stage moves. A proposal lands, it advances again. The CRM reflects motion and we mistake that for progress. Meanwhile the buyer has not committed to anything. Leore Spira, Adv. has spent years rebuilding GTM systems and keeps finding the same root cause: pipelines are designed to track what sellers do, not what buyers decide. The fix is not a new dashboard. It is a different question entirely. Her latest piece in the Revenue Creator newsletter is worth ten minutes of your time, especially if your forecast feels more like optimism than math. https://lnkd.in/gpxiMtSx