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Pipeline & funnel
Stage aging
How long each open deal has sat in its current stage compared with the typical time at that stage. Old deals are stuck deals.
Owned by: Sales analystTest band: Sales analyst
In practice
A deal more than twice the average age of its stage is either mis-staged or dying. Flag both; the forecast should not carry either at full probability.
The kind of thing the test asks
- A deal has been in "negotiation" for 90 days when the stage usually takes 20. It is…