Win Room Studio

The GTM Operating-System Scorecard

How much of your number runs on a system, not hope?

It’s 12 questions and takes three minutes. Pick the answer that matches how your team works this quarter, not what the sales deck says. If the system is sound, the read will say so.

ICP discipline Pipeline standard Operating cadence Forecast truth

ICP discipline · Question 1 of 12

Who decides which accounts the team works?

ICP discipline · Question 2 of 12

Could the team show that last year’s revenue came from accounts matching the ICP?

ICP discipline · Question 3 of 12

What happens when an off-profile deal shows up?

Pipeline standard · Question 4 of 12

Do pipeline stages have exit criteria?

Pipeline standard · Question 5 of 12

How real is the coverage number?

Pipeline standard · Question 6 of 12

When a committed deal slips, what does the post-mortem look like?

Operating cadence · Question 7 of 12

The forecast call:

Operating cadence · Question 8 of 12

Pipeline review and forecast call:

Operating cadence · Question 9 of 12

Must-win deals:

Forecast truth · Question 10 of 12

Of the last 4 quarters, how many landed within 10% of the day-1 forecast?

Forecast truth · Question 11 of 12

Where does the number come from?

Forecast truth · Question 12 of 12

Who can change the number, and on what?

Answered: 0 of 12

The scoring runs entirely in your browser. Nothing you enter is sent anywhere.

Your band

System vs hope

What to fix first

Want to talk through your read?

Leave your email and I’ll reply myself. I’m not taking clients at the moment, so this is a conversation, not a pitch.

Your name, email and score summary go to Ben. Nothing goes on a mailing list.

Forecast Truth, my weekly newsletter, takes one of these gaps each issue.