What % of decisions from your deal reviews and forecast calls actually get tracked to completion?
Genuine question for this crowd, because I keep arguing about it internally and want a sanity check.
Across a quarter, how many decisions and commitments coming out of pipeline reviews, forecast calls, and deal syncs actually get captured and closed out? Next steps that got agreed, the "marketing owes us X by Friday," the blocker someone flagged on a stalled deal.
My working assumption is that most orgs track maybe 10-15% of it to completion when there's no system forcing it. The rest lives in someone's notebook or evaporates. I don't have a hard source for that range, it's a gut estimate from what I've seen, which is half the reason I'm asking.
The part that bugs me isn't the one-off dropped action item. It's the pattern blindness. The same blocker shows up in week 1, week 4, week 7 of the quarter across different deals, and because nobody's looking across the series of calls, it never gets named as a systemic issue. It just quietly costs you deals until QBR, when someone finally connects the dots after the number's already missed.
Transcription and call recording don't fix this for me. They answer "what was said." They don't answer "what did we decide, who owns it, did it happen." That's the gap.
So two questions:
How bad is it actually at your org? Are you closer to "we track everything in the CRM religiously" or "honestly most of it disappears"?
And for anyone who's fixed it: was it a tooling change, a process discipline thing, or did it come down to one RevOps person refusing to let action items die?