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2024 | OriginalPaper | Chapter

5. Pipeline Management: unser Reptiliengehirn überwinden

Author : Michael J. Scherm

Published in: Agiler Vertrieb mit Scrum

Publisher: Springer Fachmedien Wiesbaden

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Zusammenfassung

Die Vertriebspipeline muss ausreichend groß und gesund sein, damit das Unternehmen die gewünschten Einnahmen erzielt. Die Verkaufschancen müssen richtig bewertet werden. Die prognostizierten Zahlen müssen realistisch sein, damit die Verkaufsergebnisse vorhersehbar sind. Leider ist das Pipeline Management nicht unerheblich von persönlichen Interessen und Fehlwahrnehmungen betroffen. Die Auswirkungen, die kognitive Verzerrungen auf das Pipeline Management und den Forecast haben können, sind bisher nur relativ wenig im Vertriebsumfeld bekannt. Eine Vielzahl dieser Verzerrungen, wie z. B. der Overconfidence Effect, Anchoring und der Besitztumseffekt werden beschrieben und mögliche Auswirkungen auf das Pipeline Management untersucht. Die Organisation des Scrum-Projekts, die User Stories im Product Backlog sowie zahlreiche Übungen bieten den Vertriebsteams sowohl Best-Practice-Anleitungen für das Pipeline Management als auch praktische Mittel für die Umsetzung eines korrekten, objektiven und zuverlässigen Pipeline Managements.

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previous chapter Verkaufschancen-Management: Komplexität und Mehrdeutigkeit in den Griff bekommen

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Title: Pipeline Management: unser Reptiliengehirn überwinden
Author: Michael J. Scherm
Publisher: Springer Fachmedien Wiesbaden
Book: Agiler Vertrieb mit Scrum
Print ISBN: 978-3-658-42459-6

Electronic ISBN: 978-3-658-42460-2

Copyright Year: 2024
DOI: https://doi.org/10.1007/978-3-658-42460-2_5