Forecast calls go sideways when nobody can say how a committed deal got to where it is. Auditing the forecast beforehand changes the conversation.

Start with the history, not the stage

A stage tells you where a deal stands today. Its history tells you whether it got there in a straight line. Look for close dates that moved, amounts that changed and stakeholders who appeared or went quiet.

A short checklist

  • Has the close date been pushed more than once?
  • Did the amount change after a pricing conversation?
  • Is the champion still active on email and calls?

Deal’s Forecast Auditor scores committed deals against recorded history before every forecast call, so the review starts from evidence.