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Pipeline & funnel
Pipeline hygiene
Keeping the CRM honest: close dates in the future, stages current, dead deals closed-lost, amounts real. Everything downstream — forecast, coverage, velocity — depends on it.
Owned by: Entry sales analystTest band: Entry sales analyst
In practice
Run a weekly report of deals with past close dates, no activity in 30 days, or a stage unchanged for longer than the average cycle. Those are the ones to clean or kill.
The kind of thing the test asks
- A deal shows a close date of six weeks ago and is still open. The right action is…
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