Pipeline categorization

Sales Rep assigns an opportunity to a forecast category for a particular period. The category connects the rep’s judgment with the amount and expected close date used in the call. Sales Operations maintains the category taxonomy and the rules that suggest where open opportunities belong.

Rules are evaluated in priority order, with the lower priority value taking precedence. Stage, probability and amount conditions help determine the automatic suggestion. A rep’s manual category override retains its reason while the automatic suggestion is refreshed, allowing Sales Manager to discuss the difference without losing the rep’s stated position.

• Common taxonomy. Forecast categories identify the calls used by the business, including Commit, Best case, Pipeline and Omitted. Category settings determine which amounts contribute to the agreed commit and best-case measures.
• Automatic suggestion. Sales Operations maintains the active rule list and its order. The categorization procedure updates the opportunity-period record so repeated evaluation keeps a single place for the current suggestion and rep call.
• Recorded judgment. Sales Rep explains a manual override. Changes in the selected category write history with the previous and new category, the acting user and whether the movement was a promotion, demotion or initial assignment.

Agree the evidence a rep should use for each category. A stage name and a forecast category answer different operating questions, so review their relationship with the managers who will assess the call. Keep category names and ordering consistent before enabling the rule list.

Rehearse rule priority with an opportunity that could match more than one condition. Sales Operations should be able to explain which rule wins and why. Agree how probability is expressed and how close dates are checked against the active period before comparing suggested categories across the team.

Define what makes an override reason useful. A manager needs a concrete explanation, such as a customer decision being delayed, rather than a repeated category label. When the automatic recommendation changes, discuss whether the rep’s reason still applies. Keep the final categorization attached to the period being forecast.

Choose an open opportunity with a clear stage, amount and expected close date. Evaluate it against the active rules and inspect the suggested category. Ask Sales Rep to explain whether that suggestion matches the customer evidence. If the rep overrides it, enter the reason and rerun categorization. The selected manual category and reason should remain while the automatic suggestion is refreshed.

Next, move the rep’s category to reflect new evidence. Sales Manager should find a history entry identifying the previous and new categories and the acting user. Repeat the rule evaluation and check that it updates the existing opportunity-period record. Use the history to explain the movement during the forecast call instead of trying to reconstruct it from the current category alone.

• Category Overrides — Rep judgments alongside automatic suggestions, reasons and the opportunity snapshot.
• Active Category Rules — The priority and matching conditions behind the automatic category suggestion.

Use Prepare the forecast cycle for rule rehearsal and Submit and review the forecast to carry the categorized pipeline into the call.