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Forecasting
Snapshot versus cohort views
A snapshot counts what is in the pipeline today; a cohort follows the deals created in a period until they resolve. Only cohorts give true conversion rates and cycle times.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
Take a pipeline snapshot every week and store it. Without history, you cannot see what moved, slipped, or vanished — you only see today.
The kind of thing the test asks
- To know whether conversion improved after a process change, you need…