COMMERCIAL PERFORMANCE, MADE PREDICTABLE.
12
QUESTIONS
7–9
MINUTES
3
CLIENTS AT A TIME
30
YEARS IN ENTERPRISE COMMERCIAL
WHERE THE RISK SITS
Cash is reconciled. Revenue is recognised under a standard. Headcount is a list of names. Then the commercial forecast arrives, a single figure, agreed in advance, assembled from opinion and presented as fact. It is usually roughly right. Until the quarter it is not, and by then it is week eleven of thirteen.
HOW THE WORK IS BUILT
LAYER ONE
Commercial Intelligence
Establishes what is really happening. Separates evidence from the sales narrative and produces an evidence-based view of your true commercial state.
LAYER TWO
CommercialOS
Determines what must happen next. Aligns strategy, leadership, process and execution and then installs measurable commercial controls.
LAYER THREE
The Kalman Loop™
Applies the system to live revenue. Puts the method in your team’s hands, re-measures the Index on a cadence, and returns evidence to leadership in a fixed monthly shape so drift surfaces before the board finds it.
Commercial Intelligence reveals the truth. CommercialOS turns it into performance. The Kalman Loop keeps it true.
IN ORDER OF HOW OFTEN I FIND THEM
Five places the number breaks
Close-date drift
Deals move close date repeatedly and nobody counts how often. The quarter is already lost by week six; nobody knows yet.
Stage inflation
Deals sit in commit without an economic buyer or an agreed metric. Coverage is fictional and conversion assumptions are wrong.
Single-threading
One named contact carries the relationship. One departure removes the deal, and the risk is invisible until it lands.
Unmapped decision process
The path to signature is prose rather than a dated sequence. Close dates become guesses dressed as commitments.
Unenforced governance
Discipline is requested in meetings, not enforced by the system. Standards decay between quarters and every reset is temporary.
Recognise any of these?
Twelve questions will tell you which ones you have, and how much they are costing you.