Salesforce, what a crock of shit!
Or rather, one bit of SFDC, the pipeline probability feature.
In fairness, it’s a bit harsh to focus on SFDC, because most CRM ‘s are hopeless when it comes to predicting an accurate outcome.
Why is this?
Rather surprisingly, it’s not your CRM’s fault; the finger of blame needs pointing in management’s direction.
The trap management fall into time and again is to think they have accurate figures associated with each stage. E.G. once a proposal is written many believe there's a 60% probability of winning the business.
YOU MAY WELL BE 60% OF THE WAY THROUGH YOUR SALES PROCESS, BUT THAT DOESN'T MEAN YOU HAVE A 60% CHANCE OF WINNING THE BUSINESS!
When I point this out to sales leaders a bewildered look comes over their faces.
What do I mean?
OK, for every 10 proposals – how many result in Closed Won?
Most say 6 (usually because SFDC says there’s a 60% chance).
This is bullshit!
The reality is that 30% is a very good proposal to close ratio. The best get to 50% while only unicorn’s could get 60% ( even in a fantasy world, inertia wins 40% of the time)!
The main problem here is the insidious under-mining of a sales person’s confidence (why can't you win 60%) by leaders who don’t know their numbers or how to manage technology.