forecast-discipline

# Forecast Discipline Guide Skill

## When to Use
- Running weekly/monthly forecast calls.
- Coaching managers on commit/best case criteria.
- Aligning go-to-market teams on inspection processes.

## Framework
1. **Forecast Tiers** – define commit, best case, pipeline, upside with clear exit criteria.
2. **Grading Rubric** – outline inspection questions and data required for each tier.
3. **Cadence** – schedule prep steps, live inspections, and follow-up check-ins.
4. **Accountability** – log actions, approvals, and exceptions tied to each commit change.
5. **Continuous Improvement** – review accuracy vs actuals, adjust rubric/cadence quarterly.

## Templates
- Forecast call agenda + checklist.
- Commit change request form.
- Accuracy retro template with action items.
- **GTM Agents Inspection Worksheet** – standardized questions (deal health, decision process, paper process, risk plan) @puerto/README.md#244-271.
- **KPI Guardrail Sheet** – pipeline coverage, conversion %, slip rate with alert thresholds.
- **Escalation Memo Template** – summary for Chief Strategy Officer when forecast misses guardrails.

## Tips
- Keep commit changes transparent and documented.
- Incorporate MEDDIC/BANT prompts into inspection scripts.
- Pair with CRM hygiene dashboards to ensure data supports forecast claims.
- Mirror GTM Agents cadence: Monday management prep, Tuesday deal desk sync, Thursday exec forecast call.
- Require written rationale for any commit movement >5% week over week.
- If guardrail breached twice in a quarter, trigger RevOps remediation sprint (see lifecycle rip-cord procedures).

## GTM Agents Forecast Governance Overlay
1. **Call Structure**
   - Start with KPI guardrail review (coverage, wins, slip rate) vs GTM Agents thresholds.
   - Run tiered inspection (commit → best case → upside) with standard worksheet.
   - Assign owners for each risk + resolution plan.
2. **Cadence & Artifacts**
   - Weekly: manager inspections + Sales Director roll-up.
   - Bi-weekly: