Make evidence-based choices when commit-stage deals start slipping.
Forecast review It is Thursday morning. Six deals worth $410k sit in Commit. Several are older than the normal commercial-review window, and your CRO wants a realistic number before the board prep deck goes out. This is where messy stage management turns into planning risk. The framework Stage hygiene in late funnel A late-stage deal stays late-stage only when the buyer keeps doing late-stage things: confirming approvers, completing reviews, and accepting dated next actions. Shortcut Keep the number high and explain the risk verbally. Smaller commit, stronger forecast trust. Late-stage discipline protects both forecast accuracy and rep focus. Inspect the…
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