The Cost of Forecasting Too Early
Forecasts fail most often not because deals fall apart late, but because they were forecasted before they were real.
Tag: pipeline discipline
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Why Deals Stall in Commit — and What the Data Reveals
The Commit Stage Is Where Forecasts Are Won or Lost
In most sales organizations, the commit stage is treated as a near-certainty. Once a deal enters commit, leadership expectations rise, forecast confidence increases, and downstream planning begins.
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Forecast Accuracy Is a Behavior Problem, Not a Math Problem
Why Forecasting Fails in Otherwise Sophisticated Organizations
Many organizations invest heavily in forecasting models, analytics tools, and RevOps infrastructure—yet still miss.