2 min lesson
Keep the book sane
Talk this through in your own words: "It's mid-quarter. You're crushing your close rate but your pipeline coverage for next quarter has fallen below 2x. What does this tell you and what do you do?" Finish with the next move.
Step 1 of 3
Keep the book sane
- CRM hygiene isn't busywork - it's how a high-velocity book stays forecastable. Next step and close date on every open deal, updated weekly.
- Prioritize ruthlessly. The deals that deserve your hours have all three: a real champion, quantified pain and a date. Everything else gets a holding pattern, not your best time.
- Be willing to disqualify fast. A clean "not now" is worth more than a zombie deal you nurse for two quarters.
Interview move
If asked "how do you forecast?", don't describe a tool - describe your discipline. "I only commit deals with a confirmed economic buyer, a passed eval and a mutual action plan to a date. Everything else is best-case or pipeline. I'd rather under-commit and beat it than give you a number you can't plan on." That answer signals exactly the integrity and rigor a flat, fast GTM team has to be able to trust.