Every stage in your pipeline is something you did

Forecasts that slip by a month, every month, usually share one root cause, and it is sitting in your stage names.

By Steve 5 min read
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A deal has been sitting at 60% for seven weeks. The salesperson is confident. The proposal is out, the demo went well, there are no red flags. Then the quarter closes without it, and it reappears in next quarter’s forecast at 60%, where it sits for another seven weeks. The usual diagnosis is discipline: the pipeline needs hygiene, the team needs to chase harder, the CRM needs enforcing. Occasionally that’s true. More often the problem is upstream of behaviour, in the definition of the stages themselves. Look at a typical…

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