65 lines
3.1 KiB
Markdown
65 lines
3.1 KiB
Markdown
---
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name: forecast-discipline
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description: Use to drive consistent forecast methodology, grading, and inspection
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cadences.
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---
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# Forecast Discipline Guide Skill
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## When to Use
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- Running weekly/monthly forecast calls.
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- Coaching managers on commit/best case criteria.
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- Aligning go-to-market teams on inspection processes.
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## Framework
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1. **Forecast Tiers** – define commit, best case, pipeline, upside with clear exit criteria.
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2. **Grading Rubric** – outline inspection questions and data required for each tier.
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3. **Cadence** – schedule prep steps, live inspections, and follow-up check-ins.
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4. **Accountability** – log actions, approvals, and exceptions tied to each commit change.
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5. **Continuous Improvement** – review accuracy vs actuals, adjust rubric/cadence quarterly.
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## Templates
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- Forecast call agenda + checklist.
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- Commit change request form.
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- Accuracy retro template with action items.
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- **GTM Agents Inspection Worksheet** – standardized questions (deal health, decision process, paper process, risk plan) @puerto/README.md#244-271.
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- **KPI Guardrail Sheet** – pipeline coverage, conversion %, slip rate with alert thresholds.
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- **Escalation Memo Template** – summary for Chief Strategy Officer when forecast misses guardrails.
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## Tips
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- Keep commit changes transparent and documented.
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- Incorporate MEDDIC/BANT prompts into inspection scripts.
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- Pair with CRM hygiene dashboards to ensure data supports forecast claims.
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- Mirror GTM Agents cadence: Monday management prep, Tuesday deal desk sync, Thursday exec forecast call.
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- Require written rationale for any commit movement >5% week over week.
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- If guardrail breached twice in a quarter, trigger RevOps remediation sprint (see lifecycle rip-cord procedures).
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## GTM Agents Forecast Governance Overlay
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1. **Call Structure**
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- Start with KPI guardrail review (coverage, wins, slip rate) vs GTM Agents thresholds.
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- Run tiered inspection (commit → best case → upside) with standard worksheet.
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- Assign owners for each risk + resolution plan.
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2. **Cadence & Artifacts**
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- Weekly: manager inspections + Sales Director roll-up.
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- Bi-weekly: cross-functional sync with Marketing Director + Customer Success Manager for pipeline risks.
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- Monthly: accuracy retro + adjustments to rubric.
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3. **Escalation**
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- Trigger CSO briefing when coverage <3.5x or commit accuracy slips below 85%.
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- Provide summary memo using Escalation Template.
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## KPI Guardrails (GTM Agents Reference)
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- Pipeline coverage ≥4x for new logo, ≥3x for expansion.
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- Commit accuracy ≥90% in-quarter; warn at 85%.
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- Slip rate ≤10% QoQ; immediate review if >15%.
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- Stage hygiene: 95% of commit deals must have next steps + mutual action plan logged.
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## Inspection Questions (Excerpt)
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1. What changed since last call? (Deal, champion, procurement, competition)
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2. Do we have verifiable next steps and dates? Who owns them?
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3. What negative signals exist? (product gaps, budget freeze, legal hurdles)
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4. How will this impact coverage if it slips—what backfill exists?
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Use these prompts in every inspection to match GTM Agents Sales Director rigor.
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---
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