[jvanderwal]

He's right.. even seasoned sales people don't understand their own pipelines a lot of the time. Try coming into a sales-person oriented company with the job of building a marketing/lead gen system for them, and then introducing them to their first CRM (previously saving all their data in personal Excel spreadsheets). Then convincing them of the value of a marketing program to drive them leads, and how giving me their sales data actually helps them in the long run... It's a common problem in a number of corporations. There's a funnel to the pipeline and sales people often just focus on chasing their one or two current hot leads.