Set 2 Close

Most teams have distribution, not routing.

Routing is the logic, segmentation, exclusions, SLAs, and traceability. Distribution is only how leads are split. When you build true routing, workflows stay stable as you grow.

Guide: https://hubs.la/Q043lPF60

If your pipeline is “forecast-shaped” but not forecast-ready, you will feel it in every review.

This post lays out what a clean pipeline actually looks like, clear ACV vs TCV, revenue type structure, a weekly activity cadence, and forecast categories that match deal reality. 

Read the guide: https://hubs.la/Q043zF8l0