Five readings, not five questions
Each step sends you to find one precise number in your committee minutes. Not a feeling, not a score out of ten.
Self-diagnosis grid
Is your forecast measuring,
or promising?
A forecast that misses once is the market. A forecast that misses by a third, in the same direction, four quarters running, is a process working exactly as designed — just not for what you assume.
This grid tells you which of the two you have. Fifteen minutes, alone, with no tool and without me.
What is in it
A numeric decision rule
Beyond 30 days of median slip and under 2 deals out of 12 signed early, it is no longer forecasting. The grid tells you what to do in each case.
The column nobody fills in
Who said the date. The most tedious to recover and the most instructive: it tells you at which level the gap is manufactured.
What it does not do
It fixes nothing. It tells you which of the three problems you have before you spend anything correcting it.
Where should I send it
The PDF goes out immediately — two pages, ready to print.
Who wrote this
Jérôme Devosse. Twenty years building and fixing sales organisations — SAP, Stripe, Botify, then SMEs and startups. Today, part-time interim mandates: I put pipeline, CRM and sales execution back in order, and install the systems that keep running after I leave.
What I can’t do : Predict a revenue number. I can tell you whether yours is produced by a measurement or by a negotiation, and fix the process. But a more accurate forecast I have never achieved in less than two full sales cycles.