The framework
Six pillars, assessed through evidence rather than interview impressions. Applied before you commit, while the plan runs, and before anyone else tests it.
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 what the plan 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 only the appearance of one? Coverage, ageing, stage integrity and conversion, tested against history.
Can the team and its leaders deliver the plan? Hiring, ramp, management quality, retention and concentration of results in a few individuals.
Do onboarding, tooling, CRM and analytics support consistent execution? Data quality and governance, not the tool list.
Scoring
A business cannot score well on paper while failing in practice.
Layer 1
What has been built: CRM configuration, documented process, dashboards, governance.
Layer 2
What teams actually do: adherence, inspection routines, coaching, forecast discipline.
Layer 3
What those systems and behaviours have produced: conversion, retention, attainment, forecast accuracy.