![]() If all of these criteria are met, a “commit” is likely a safe bet. Ultimately, the key to more consistently hitting your commits as a sales organization is ensuring that your sales reps are doing the critical upfront discovery work to gain confidence that their prospects not only want to buy from them but also that they have the budget and the authority to make a buying decision, as well as have a compelling reason to close the deal within the quarter. Does the prospect organization have a compelling reason to act now?.Does the contact understand the purchase process?.Has the contact confirmed a timeline for getting started?.If not, has your contact already gotten sign-off from that person?.Does your primary contact or champion have the authority to make the purchase decision?.Here are a few questions you should be asking about existing pipeline deals before moving them to a “commit” stage: Even the 10% that aren’t closing as predicted should only be experiencing a short delay, not a loss of a sale, if they were committed. And the only thing stopping that from occurring is unpredictable and exceptional events. The commit definition dictates that truly committed sales should be closing as expected 90% of the time. In other words, your sales rep is highly confident that not only will their targeted opportunity close when they expect, but also it will close at the targeted value. The generally agreed-on definition of a sales commit is that a deal can be safely expected to close in the expected quarter. In order to get all your reps on the same page, you’ll need to clearly define what a “commit” means to you. Define Your “Commit” Criteria for Your Entire Sales Organization On the flip side, you may notice that a sales rep has a habit of sandbagging a bit on their commits, then heroically winning deals in the final hours of the quarter that weren’t on your radar a few weeks ago. Does one rep have a habit of categorizing their deals in pipe as “hard commit” three weeks into the quarter, when everyone else is holding on making that call until the 6 week mark? In order to see why your numbers may be going off the rails, drill down at a granular level to view how each individual sales rep is categorizing their opportunities, particularly when viewed in relation to other reps’ sales forecasts. You’ll find that by identifying the problem spots, you’ll be able to better define what you’re looking for in a “commit” - and can teach your sales reps to speak your language. In order to build more confidence in your team’s ability to deliver against its commits, take a look at the variance between where your sales teams expect to end up and where their numbers actually are at the end of the quarter. According to research from SiriusDecisions, just 21% of companies come within 10% of their sales forecasts, which is an indicator that end-of-quarter surprises are the norm vs. And, if you’re not speaking the same language, it can lead to end-of-quarter surprises. The problem is, not all reps use the same criteria when forecasting what will make it across the finish line this quarter. Typically, assigning a sales opportunity to a “commit” stage means that your sales rep has verbal confirmation that a deal will close. ![]() ![]() Send us feedback about these examples.Your sales rep thinks that a prospect is committed to buy. These examples are programmatically compiled from various online sources to illustrate current usage of the word 'overcommit.' Any opinions expressed in the examples do not represent those of Merriam-Webster or its editors. 2020 Just don't overcommit to a grandiose plan or overlook a nagging suspicion. 2021 Be careful not to overcommit, however, as that might raise questions about a student’s ability to meet the school’s rigorous academic standards. 2022 Don’t overcommit to others, and spend your time doing what really sounds fun to you. 2023 Billups said the Kings did a great job of generating threes by penetrating, which caused the Blazers to overcommit with their help defense allowing the Kings to pass the ball back out to open shooters. Jacqueline Tempera, Women's Health, 30 Apr. Anna Oakes, Quartz, 1 June 2023 Definitely get out there and let loose, but don’t overcommit and burn yourself out. Erin Hayes Burt, Dallas News, 14 July 2023 Unfortunately, many organizations overcommit and take on too many priorities, stretching their people thin. ![]() Recent Examples on the Web This brings us to our first don’t: Don’t overcommit your finances just because you’re approved for a certain amount.
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