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Tuesday, October 18, 2005

The Fallacy of Funnels & Forecasts

If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I’ve found that they frequently do more harm than good.

Funnels seem like a good idea in theory. The problem with funnels, however, is that they practically scream “micromanagement.” Funnel reviews strike terror in the hearts of salespeople. They scream the words “probation” and “performance improvement plan.” Sales managers who wish to succeed need to learn some basic psychology, especially the principle of autosuggestion. Doing so will make it very clear as to why the very sound of the word funnel instantly changes salespeople’s attitudes from positive to negative and has very bad effects on sales performance.

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