Motivation drives behaviour, so the natural result of using total pipeline value as a KPI is to encourage poor deal qualification which leads to a poor win rate.
Each poorly qualified deal in the pipeline dilutes the (finite) resource available to you for the better-qualified ones which reduces the probability of closing those.
Get to Great’s workshops deliver immediate value by either improving the engagement of a specific Key Deal , or by looking at the overall qualification/validation process of the pipeline.
