This sales pipeline thing seems so simple, on the surface. For the most part when business is doing well, pipeline management is in the realm of the sales manager. When business begins to falter everybody on the c-level team takes an interest in the pipeline reports, but few understand the driving force behind an honest pipeline and the fantasy of salespeople who are as confused as everyone else and sales management that is running scared. This white paper helps the CEO and others on the c-level team understand the human dynamics of a faltering pipeline and dropping revenue, plus and more importantly, the author gives solutions to guide everyone through the quagmire that is pipeline management, i.e. revenue management.