Commit

‍What Is Commit?

In B2B sales forecasting, Commit is the category assigned to deals that a seller and sales leader believe will close within the current period (typically the quarter). Commits are not just best-case opportunities; they are deals backed by verified buyer signals, mutual action plans, and executive buy-in.

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A deal in Commit means the rep is personally vouching for it. It’s a statement of accountability that represents both confidence and scrutiny, and it sets the tone for weekly forecast reviews and determines how close the team is to hitting their number.

Why Commit Matters in B2B Sales

The Commit stage helps you forecast accurately and close deals faster. Overstated commits inflate forecasts and mislead revenue projections; understated ones slow decision-making and stall resource allocation.

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When used correctly, the Commit stage aligns leadership expectations, improves forecast reliability, and keeps revenue execution disciplined. It helps front-line managers focus on deals that truly matter while coaching reps on how to convert these into closed-won outcomes.

How to Use Commit in Your Sales Motion

1. Define Commit Criteria

Set clear, organization-wide standards for what qualifies as “Commit.” Examples include:

• Contract terms approved by legal and procurement.
• Budget verified with executive sponsor.
• Mutually agreed close date within the forecast period.
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This consistency ensures all forecast calls compare apples to apples.

2. Validate Buyer Intent

Review proof points before marking a deal as commit:

• Confirm next steps and alignment with buyer milestones.
• Reassess risk indicators (e.g., competing vendors, stalled signatures).
• Require reps to present evidence in pipeline reviews, not optimism or opinion.

3. Pressure-Test During Forecast Calls

Front-line managers should challenge commit deals weekly:

• “What changed since last review?”
• “Have we validated signatures or approvals?”
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This creates a culture of precision, not perception.

4. Adjust Based on Data

If close rates on Commit deals consistently fall below 80%, recalibrate the criteria. Use CRM data to analyze variance between Commit and Closed Won status, refining future forecasts.

Key Metrics and Benchmarks

• Commit-to-Close Rate: Aim for 75–85%. Anything significantly lower signals weak qualification or poor deal inspection.
• Commit Coverage Ratio: Total Commit value ÷ Quota. A healthy range is 1.0–1.3x for the current quarter.
• Forecast Accuracy: Compare committed revenue to actuals. Consistency within ±5–10% is world-class.
• Pipeline Hygiene: Track how long deals stay in Commit before closing. Persistent stalls require requalification.
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Commit metrics should appear on dashboards during forecast and QBR meetings, showing which reps are consistently accurate and which need coaching.

Common Mistakes and How to Fix Them

Frequently Asked Questions

What distinguishes Commit from Best Case?

Commit represents deals expected to close this period. Best Case represents upside opportunities that could close but have uncertainties remaining (e.g., pending legal or decision finalization).

How often should Commit deals be reviewed?

Weekly. Forecast calls should validate progress and eliminate unqualified or slipping deals before they distort the forecast.

Who approves moving a deal into Commit?

Typically, the rep proposes it, but the manager validates it during inspection. Some revenue teams require VP-level oversight for deals above a certain ARR threshold.

What if a Commit deal slips to the next period?

Review root causes immediately (e.g., missed signals, buyer delays, or internal bottlenecks). Use postmortem analysis to adjust future Commit criteria.

How should we visualize Commit in our CRM dashboards?

Use clear segmentation (e.g., color-coded by forecast category) with KPIs like coverage, probability, and variance against actuals.

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Updated January 28, 2025

Reviewed by Ben Hale