Pipeline reviews
6 min read
Forecast categories for teams under 30 sellers
Commit, best case and pipeline mean something only if every rep uses them the same way. Plain definitions that hold up.
Nadia Haddad
Small teams borrow forecast categories from big companies and then use them loosely. The result is a commit number nobody believes.
Commit
The rep would bet their own money on it closing this quarter, the buyer has named a date, and the next step is on the calendar.
Best case
Everything in commit, plus deals that will close if one named thing happens, such as legal finishing a review.
Pipeline
Everything else that is real. If a deal has had no two-way contact in 30 days, it is not pipeline.
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