[Simon_O_Rourke]

Mediocre sales leaders I've found treat pipeline stagnation as a motivation problem rather than fixing the underlying issues with training, lead qualification, or sales collateral. Previous company had a sales pipeline tanking, and the "brilliant" Sales VP thought bringing forward a sales off-site to get the best performing reps together to motivate them. Net result, pipeline tanks further, VP waits a few months and leaves, and the reps all get upset at missing their targets for a full quarter.