The framework
Six pillars, assessed through evidence rather than interview impressions. Applied before you invest, during your hold, or ahead of a key leadership decision.
Is the go-to-market strategy coherent and resourced against the plan? We test stated strategy against where resource, coverage and effort actually sit.
Is the commercial org structured to deliver the number? Segmentation, coverage, roles, ratios and hand-offs, measured against the plan's demands.
Is there a repeatable, enforced sales process, or ad hoc effort? We look for adherence in the system, not the existence of a diagram.
Does the pipeline support the forecast, or just the appearance of one? Coverage, ageing, stage integrity and conversion behaviour.
Is the team, and its leadership, capable of the plan in front of them? Capability, distribution of performance and leadership effectiveness.
Do the tools and systems reinforce the process, or work around it? Data quality, usage behaviour and whether the stack produces evidence at all.
Scoring
A business cannot score well on paper while failing in practice.
Layer 1
What the CRM, reporting stack and data actually contain — not what is described in a deck.
Layer 2
What the commercial team repeatedly and observably does, evidenced in system activity and interviews.
Layer 3
What those systems and behaviours have produced: conversion, retention, attainment, forecast accuracy.