Keep the Dead Deal in Commit?
Handle rep resistance when re-staging a weak late-funnel deal.
Ava A Account Executive Forecast pressure Commit hygiene Ava is carrying a $95k deal in Commit. Two buyer deadlines were missed, and the only active note says “champion still positive.” This is where managers either protect standards or train the team to pad. 2 missed dates 0 new milestones The framework Hold the criteria, not your breath A strong manager can be respectful and firm at the same time: acknowledge effort, inspect buyer motion, and stage the deal according to evidence. Trap Either cave to preserve morale or attack the rep to force compliance. Trust stays intact while the forecast…
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