Stopping deals from hiding forever in 'omitted'

The problem

The play

1. 1
   Forecast categories with actual definitionsSalesforce

   Designed collaborative forecasting in Salesforce, surfaced inside the conversation-intelligence tool the team already worked in, with explicit written definitions for commit, best case, pipeline and omitted, so category choice becomes a claim a manager can challenge.

2. 2
   Validation rules with teeth behind 'omitted'

   Added validation rules so stale deals cannot park in 'omitted' indefinitely: the category now requires the deal to be dispositioned rather than quietly left open.

3. 3
   Qualification-driven stage progression

   Designed a contact-role qualification-scoring architecture so stage progression reflects who has actually been engaged in the buying group, rather than a rep's confidence.

4. 4
   Attribution rebuilt after the tool was retired

   After the company switched off its attribution platform, built the attribution flow and CRM specification to close the outbound blind spot, then handed the build over to the in-house team with a demo and documentation.

5. 5
   Lifecycle simplification and a hygiene diagnosis

   Kicked off opportunity-type simplification, a guided-path build and updated pipeline stages, and ran a data-hygiene review that identified account hierarchy, not duplicate records, as the underlying problem, then selected a hierarchy-management tool to fix the actual cause.

What it moved

From a LeanScale case studyRead the full case study →