As with most orgs, the pipeline conversation is an intense one. We all want more of it but it needs to be accurate.
There is a big push for each rep to have 3x pipeline vs their number which I see as BS. Yea, I’d love to have it but I like an accurate forecast where I will still hit my number but it’s not 3x. I feel that calling for 3X in pipe makes reps put complete BS deals in that will just get pushed/killed in a few months. But, I’m not sure I have a better solution to call out other than keeping it accurate and honest.
What are the overall thoughts on this metric?