01
What
What do we need to do?
Implement a forecasting methodology that combines art and science for reliable predictions.
Deal Conversion Mechanism
Unreliable Forecast
When your forecast is fiction, trust evaporates. Let's build forecasting you can stake your reputation on.
02
Why
Why do we need to do it?
Bad forecasts = wrong resource allocation, missed expectations, and lost credibility.
03
Who
Who is responsible?
Reps own accuracy of their calls. Managers own inspection. Ops owns the methodology.
04
Where
Where should it be done?
Weekly forecast calls with deal-level scrutiny. CRM as single source of truth.
05
When
When does it need to be done?
New methodology: Week 1-2. First accurate forecast: End of Month 1. Sustained: Quarterly.
06
How
How will we do it?
Define commit criteria. Implement weighted pipeline. Hold accountable to accuracy. Inspect deal progress.
Expected outcomes
Forecast accuracy within 10%
Credibility with leadership
Better resource planning
Fewer surprises
Data-informed decisions
NEXT MOVE
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