MANAGER FRAMEWORK
See the miss in week 4, not week 10.
When every deal is scored the same way, the forecast stops being a story and becomes a risk briefing. You find the gap while there’s still time to close it.
How it works
Deals earn their category.
Commit
Meets the evidence bar today: an engaged senior champion, the buyer’s own words on record, a dated next step.
Best Case
Names the one gap, the action, and the date that would move it up.
Pipeline
Everything still being proven.
A deal moves down the day it misses the bar. Regression is a signal, not a punishment.
The forecast call
“What’s Red, and what’s your plan?”
Managers bring their Reds, not their stories. The VP compares managers on the same evidence, so nobody has to discount a number on instinct.
See it in action
Same quarter. Earlier warning, more time to act.
Get clarity early. Then act on it.
Same quarter, same starting pipeline. One team finds the gap in week 10. The other finds it in week 4 and spends nine weeks closing it.