Scrum for Sales by Michael J. Scherm
Author:Michael J. Scherm
Language: eng
Format: epub
ISBN: 9783030829780
Publisher: Springer International Publishing
Loss Aversion is also the culprit when salespeople hesitate to enter opportunities in the system because they are afraid that they may lose them again. They only enter opportunities when they have almost closed. The consequence is that sales management has only a bad indication of pipeline health, and no chance to support the management of these opportunities.
Due to the Endowment Effect, individual salespeople hijack pipeline meetings with inappropriately extensive discussions about âtheirâ opportunities. The pipeline review becomes a deal review (Brock, 2016, p. 116). Consequently, other opportunities do not receive the time and attention that they require.
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