[Wabbitt]

The problem is - is guys are not minding their math. If you know only X in Y deals is going to close (for any reason) over Z time, then shouldn't your energy be focused on pipeline - "Y"?

Guys are spending too much time working deals vs. focusing on pipeline and trusting that "I am a sales rep - I am no match for historical math and stats."

This is key. I had a lot of salespeople get so focused on one client, that when that deal fell through, they were left empty handed!