What matters
Closed, scheduled and invoiced activity can represent different events. Define the revenue event used by the commercial report and keep that definition visible so the team does not confuse forecasts with recorded outcomes.
Put it into practice
- Define the reported sales event
- Connect outcomes to opportunities
- Separate pipeline expectations from results
An example in practice
An accepted project appears in the sales report while an undecided proposal remains in the pipeline. The report explains which event it counts.
What to track
Review recorded outcomes using the chosen revenue definition.