Pipeline Management: Overcoming Our Reptile Brain

Michael J. Scherm ()

Chapter 5 in Scrum for Sales, 2021, pp 119-169 from Springer

Abstract: Abstract A company’s sales pipeline must be sufficiently large and healthy to deliver the desired revenue. Opportunities must be evaluated correctly, and the forecasted numbers must be realistic, so that sales results are predictable. Unfortunately, pipeline management, more than any other sales discipline, is subject to politics and behavioral issues. Moreover, few sales managers know the effects that cognitive biases can have on pipeline management and forecasting. A variety of these biases such as the Overconfidence Effect, Anchoring and the Endowment Effect are described, and the potential impact of each of them on pipeline management is examined. The Scrum setup, the User Stories in the Product Backlog, as well as multiple exercises provide sales teams both with best practice instructions for pipeline management and practical means to support accurate, objective, and reliable pipeline management.

Date: 2021
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DOI: 10.1007/978-3-030-82978-0_5

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