Field note
How Atlanta metro accounts get counted twice in a regional forecast
North Metro teams often split by county while a named-account overlay still sits on headquarters in Midtown or Buckhead. The county owner logs a plant expansion in Alpharetta. The overlay owner logs the same dollars against the parent. Both numbers roll into the Georgia regional forecast.
The fix is unglamorous. Before a commit meeting, print the open list sorted by parent name, not by rep. Circle every pair that shares a billing address or a known parent. Decide, in writing, which owner carries the dollars for this period. The other owner can keep the relationship notes; they should not keep the forecast amount.
We see this most often when a new overlay is added in January and the county definitions are left untouched. The CRM will happily store both records. A regional pipeline forecast cannot. If the dollars can be invoiced only once, they belong in the commit only once.
Bring last quarter's closed-won file to the same exercise. If the same parent closed on two owners' reports, the double-count already happened. Correct the next period before arguing about stage language.