I open the pipeline report and I don't believe half of what I'm looking at. Deals my reps swear are close have been close for three months. I can't tell what's real and what's wishful thinking, so I'm steering the team half-blind and hoping the map isn't lying to me.
More people experience this than they realize.
You can't see or trust what your team's pipeline is actually telling you.
If this sounds familiar, the Library can help you find the bigger picture.