It’s amazing the number of sales people and organizations I encounter claiming to have great pipelines. I look at the pipelines, they are filled with deals. If the organization has some sort of “coverage” model, for example, 3, 5, or more, they always have the right coverage–there are plenty of opportunities in the pipeline to meet management’s goals. But then you start drilling down, you look at age–number of days in a stage, number of days in the pipeline. I’m certain, I’ve seen deals that go back to the signing of the Magna Carta. Sales people insist they are good, the customer will start moving forward on the deal any day now.