Professionals expect to be held accountable for the quality of their work in their core business. It is rare, however, and unfortunate, that most are not held accountable for their performance as business developers. That lack of measurement invites mediocrity  and complacency into the culture of the organization. It cheats the individual of the thrill of driving toward and achieving a goal. It numbs the mind, where one never really commits, never really digs deep to find a way to achieve business development goals. Measurement is a requirement, so I use a PIPELINE MANAGEMENT tracking tool.  It is simple.  It works.  It motivates people.  It mobilizes teams.