Are you counting sales you haven't closed?

Someone can love your service and still be nowhere near buying. If you count every good conversation as money coming in, the week looks healthier than it really is.

In a pipeline review, I questioned an opportunity being treated as close before the offer had been fully presented. The confidence was ahead of the conversation. Nice call. Not a sale.

Before counting someone in this week's sales, check their stage. Have they understood the offer? Are they considering a proposal, waiting on another decision, or still figuring out whether they need your help? Those aren't interchangeable stages.

Then check timing. When did the buyer say they'd be ready to decide? If they said next month, your enthusiasm doesn't move them into Friday. If you haven't asked, you've got a missing answer, not a near-term sale.

The next agreed action matters too. A scheduled conversation about a specific unresolved question tells you more than “I'll follow up.” Who needs to do what next, and when? That's more useful than how positive the last call felt.

Imagine two people both say they're interested. One has reviewed the proposal and agreed to discuss a decision this week. The other wants to revisit it later. Both may become customers. Only one has a clear reason to sit in this week's forecast.

Even then, an expected sale isn't a closed sale, and a closed sale isn't automatically money received. Keep those distinctions visible when deciding what work to schedule or which commitments you can make.

This isn't about writing off slower buyers. Keep them visible and agree an appropriate time to reconnect. They just don't belong in every near-term total because you like their chances.

Look at the opportunities you're counting on this week. Could you explain each one's stage, decision timing and next action without saying “I've got a good feeling”? If not, you know what to clarify next.

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