I can manage the pipeline day to day, keep deals moving, know where each one sits. But when my boss asks what we'll actually close this quarter, I'm basically guessing with a straight face. The number I give her is a hope dressed up as a forecast, and we both build plans on it.
More people experience this than they realize.
You can run the pipeline, but you can't honestly predict what it will actually deliver.
If this sounds familiar, the Library can help you find the bigger picture.