A consultant configures a Sales Accelerator segment to route newly created leads from the West region into a follow-up sequence automatically. The segment is built from a saved list of leads that matched the region filter at the time the segment was created. Two weeks later, sales operations notices that leads created after the segment was set up never enter the sequence, even though they match the same region criteria. What is the most likely cause?
Select an answer to reveal the explanation.
Short Explanation
There are two ways to build a segment for a follow-up sequence: freeze a list at a moment in time, or set up a standing query that keeps checking for matches. A frozen list is exactly what it sounds like; it captures whoever qualified the day it was built and then just sits there, never looking at what gets created afterward. That's clearly what happened here, since the original batch of leads is working fine but nothing new is joining them. It's not a deactivated sequence, since the old leads are still moving through it fine, and it's not some rule about segments only refreshing when a sequence finishes, or a limitation on using region as a filter; both of those are inventions, since region-based filtering is exactly how the first batch got in. The fix is rebuilding the segment as a live, continuously evaluated one instead of a one-time snapshot.
Full Explanation
The correct answer is A. Sales Accelerator segments can be built either as a static snapshot of records that matched a filter at one point in time or as a live, query-based segment that continuously re-evaluates which records qualify. A static segment behaves like a fixed list: once created, it does not pick up new leads that satisfy the same criteria afterward, which matches exactly what sales operations observed. Option B is incorrect because an inactive sequence assignment would prevent any record, old or new, from entering the queue, whereas the scenario shows that the originally captured West region leads are working correctly. Option C is incorrect because segments do not wait for a sequence to finish before refreshing; refresh behavior depends entirely on whether the segment is static or live, not on sequence progress. Option D is incorrect because Sales Accelerator segments can absolutely filter on region or territory fields, which is exactly how the original West region list was produced. The consultant should rebuild the segment as a live, query-based segment so it continuously captures newly created leads that match the region criteria.