Most forecast misses are not caused by bad luck. They come from deals that were forecast on the strength of a feeling. These seven questions replace feelings with evidence.
1. What has the buyer done since the last review?
Not what you have done. A deal moves because the buyer acts: they introduce colleagues, share information, book time, or put a date in motion.
2. Is there a dated next step the buyer agreed to?
A next step without a date is a wish. A next step the buyer has not agreed to is your plan, not theirs.
3. Have we spoken with someone who controls the money?
If the economic buyer is unknown, say so. The forecast should reflect that.
4. Why would the buyer act in this period?
A compelling event, a deadline, a cost of waiting. Without one, a deal can wait indefinitely, and often does.
5. What remains between here and signature?
Decision steps, security, legal, procurement. If you cannot list them, you cannot date them.
6. How many times has the close date moved?
Once is life. Twice means the deal needs re-qualifying, not re-dating.
7. What would make you take it out?
If you cannot answer, you have not thought about the risks. A deal you could not imagine removing is probably one you are not looking at honestly.
A deal is in the forecast because of what the buyer has done, not because of what we hope.
A mutual action plan, built with the buyer, is one of the best sources of real evidence. The template below gives you the structure.