![]() In other words, your sales rep is highly confident that not only will their targeted opportunity close when they expect, but also it will close at the targeted value. The generally agreed-on definition of a sales commit is that a deal can be safely expected to close in the expected quarter. In order to get all your reps on the same page, you’ll need to clearly define what a “commit” means to you. Define Your “Commit” Criteria for Your Entire Sales Organization On the flip side, you may notice that a sales rep has a habit of sandbagging a bit on their commits, then heroically winning deals in the final hours of the quarter that weren’t on your radar a few weeks ago. Does one rep have a habit of categorizing their deals in pipe as “hard commit” three weeks into the quarter, when everyone else is holding on making that call until the 6 week mark? In order to see why your numbers may be going off the rails, drill down at a granular level to view how each individual sales rep is categorizing their opportunities, particularly when viewed in relation to other reps’ sales forecasts. You’ll find that by identifying the problem spots, you’ll be able to better define what you’re looking for in a “commit” - and can teach your sales reps to speak your language. In order to build more confidence in your team’s ability to deliver against its commits, take a look at the variance between where your sales teams expect to end up and where their numbers actually are at the end of the quarter. According to research from SiriusDecisions, just 21% of companies come within 10% of their sales forecasts, which is an indicator that end-of-quarter surprises are the norm vs. And, if you’re not speaking the same language, it can lead to end-of-quarter surprises. The problem is, not all reps use the same criteria when forecasting what will make it across the finish line this quarter. Typically, assigning a sales opportunity to a “commit” stage means that your sales rep has verbal confirmation that a deal will close. Your sales rep thinks that a prospect is committed to buy.
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