Every forecast roll-up rests on a quiet assumption: that “commit” means the same thing to every manager. It rarely does. One manager commits deals with a signed order form; another commits anything with a verbal yes.
Start with one sentence per category
Write a single sentence for each category and put it in the CRM, next to the field. If a category needs a paragraph to explain, it is two categories.
- Commit: the manager would bet their own number on it.
- Best case: could close this quarter if the next step goes well.
- Pipeline: qualified, but unlikely this quarter.
Tie each category to evidence
A commit deal should have a confirmed decision maker, a mutual close plan and a paper process that has started. Make those fields required when a deal moves into commit.
Review the definitions every quarter
Look at how each category converted last quarter. If commit closed at 70%, the definition is too loose. If it closed at 100%, managers are sandbagging.
