When it comes to Pipeline Predictability and Management, it’s an adage that salespeople have “happy ears”! It means that they have successfully engaged a prospect in a sales cycle; however, they build an inaccurate impression of when and at what size the opportunity will close. It comes from a gap in communication skills, a lack of “control” of the sales cycle and the ability to use effective techniques to test, engage and develop themselves and their organization, as trusted advisors for the prospect. The results manifest themselves as missed month-end, quarter-end, and year-end commitments – despite a lot of hard work and time invested. When this happens, pressure mounts on all salespeople to close that deal without losing credibility with the prospective customer. Sales managers need to demonstrate that they are managing the sales team efficiently and can keep their commitments, and the CEO and Executive team, they have to report to the board on why they did not achieve what they promised! By leveraging the huerdo’s Revenue Engine strategy, organizations gain predictability in their revenue stream, gain new customers, and have avoided many of the traditional pipeline pitfalls.