Reclassify the Stalled Deal or Keep the Coverage?
Choose the right action when an aging deal has stopped producing buyer commitments.
A $120k deal with Riverbend Tech has been in commercial review for 26 days. The buyer missed two promised response dates. The champion still says they are interested, but no legal contact has been introduced and no new milestone is booked. FORECAST CLEANUP What should the manager do? Keep it in Commit because removing it would damage coverage right before forecast. Weak. This protects optics, not accuracy, and it keeps velocity and forecast quality artificially inflated. Move it back or out of Commit until a real buyer milestone is re-established, while continuing account work. Best. The stage should reflect current…
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