Back-Fill Banish Bulge

Here’s a funny thing I learned the other day.

One global sales company I know standardised on salesforce.com.

They originally only paid commission when a deal was properly reported on in their chosen system.

Yet reps would do the expected, and only fill-in screens once the deal had been done.

So commission triggers were altered.

Now, any deal where back-filling had been done would not be paid out on.

Date-added flags were used to identify offenders.

Overnight, many more “opportunities” appeared that bulged the pipeline.

To such an extent that the value of the funnel increased dramatically.

In fact, by a whopping three times.