Yeah, yeah, we all know it’s how we’ve “always” forecasted probability and weighted our pipelines. Yes, for some reason all the CRM vendors “out of the box” implementation of the pipeline ties probability of winning to where you are in the sales process. But when are we going to stop this simplistic and flatly wrong thinking about the probability of winning a deal?
You know what I’m talking about. We have a prospect who returns our call, we immediately declare a 10% probability of winning, because our systems are set up like that. We have a couple of meetings, have qualified them, determined their needs, determined who will make the decision and who our competition is. Our probability of winning skyrockets to 50%, again because that’s what our systems say. Then in the simple step of presenting our proposal, our probability of winning is suddenly 70-85%–again because the system tells us to do this.