Aging Is Not Progress
Differentiate healthy stage duration from silent pipeline aging.
A deal that stays open is not automatically a deal that stays alive. Why aging matters Every stage has an expected rhythm. Some deals move faster, some slower, but time in stage still carries meaning because it influences cycle length and therefore velocity. When deals age beyond the normal range, the team has to ask whether something real is still progressing or whether the CRM is preserving an outdated opportunity. The common mistake Many teams interpret age as effort: “we've invested so much already,” or “this one is strategic, we need to keep working it.” That logic protects sunk cost,…
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