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Forecasting
Forecast categories
Labels reps and managers put on open deals — commit, best case, pipeline, omitted — that say how confident they are the deal closes this period.
Owned by: Sales analystTest band: Sales analyst
In practice
Define each category by evidence, not feeling: commit means a verbal yes and paperwork in motion. Measure each rep's commit accuracy and calibrate them individually.
The kind of thing the test asks
- "Commit" should mean…
More in forecasting
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