Commercial Truth Over Forecast Theater

Normative statement

Pipeline forecasts reflect honest stage-conversion reality rather than commit-pressure theater. Forecast accuracy is itself a measurable metric (predicted vs. actual close per period); persistent forecast-actual divergence indicates a stage-criteria failure or a cultural pattern that erodes the commercial trust on which executive resource allocation depends.

Operational hooks

Evaluation hook

forecast_accuracy_audit

Review cadence

every 30 days