Sales · deal & forecast quality

Which deals are real, and which will slip?

Score your top open deals on the five things that separate a forecast from a wish. The two that decide it: a quantified Impact and a real Urgency. Miss either and the deal slips.

Rate each deal honestly. Nothing is stored. The committed number computes from your own ratings.

$Commit
Context
Pain
Impactdecides the forecast
Urgencydecides the forecast
Decision
$Soft
Context
Pain
Impactdecides the forecast
Urgencydecides the forecast
Decision
Next: Find the deadline or trigger. No compelling event, no close date you can trust.
$Slipping
Context
Pain
Impactdecides the forecast
Urgencydecides the forecast
Decision
Next: Get the number. A deal with no quantified impact has no business case.

What you can actually commit

Commit $200KSoft $120KSlipping $80K
You’re carrying $400K in pipeline. Only $200K passes the test. $80K is slipping on a missing Impact or Urgency.

Where your deals are weakest

Context
100%
of deals solid
Pain
100%
of deals solid
Impact
67%
of deals solid
Urgency
33%
of deals solid
Decision
67%
of deals solid

Your weakest dimension is Urgency. That’s a team habit, not a one-deal problem. Find the deadline or trigger. No compelling event, no close date you can trust.

The math
each deal scores 0–2 on Context, Pain, Impact, Urgency, Decision (max 10)
Slipping = Impact or Urgency is Missing. No quantified case or no deadline, no forecast.
Commit = Impact and Urgency both Solid, and total ≥ 8.
Soft = everything in between: real but not yet committable.
This is a discipline, not a prediction. It won’t tell you a deal will close. It tells you which deals you have no business committing yet.
Inspecting deals is one thing. Building the motion so they show up real is the operator work.Talk to the Operator →