Forecast rigor for sales leaders

Know which deals in your forecast you can actually trust.

Score one important B2B opportunity on evidence, not seller confidence. This is a pipeline-integrity diagnostic — it is not a win probability or a forecast.

Your CRM records the forecast. Onden tests whether the evidence underneath it deserves to be believed. Keep your CRM — Onden adds the rigor over the top.

Answer for one real, important deal. Nothing you select is saved or sent anywhere — the score is calculated in your browser. Please don't enter confidential detail; you only need to pick a level.

Compelling business problem

Is there customer evidence that this problem matters enough to act on now, rather than next year?

Economic buyer access

Have we met the person who can release the money, and do we know what they care about?

Customer-owned value case

Is the business case built on the customer's own numbers rather than ours?

Decision process evidenced

Do we know the actual steps, approvals and dates between here and a signature — from the customer?

Decision criteria confirmed

Has the customer confirmed how they will choose, and what matters most?

Champion strength

Do we have someone with influence who sells for us when we are not in the room — and have we tested it?

Competitive position

Do we know where we stand against other vendors, an internal build, delay and doing nothing?

Mutual next step

Is there an agreed next step the customer owns, with a date and a defined outcome?

Close-date evidence

Is the close date tied to a customer event, budget cycle or milestone — not to our quarter?

Commercial path

Do we know the procurement, security, legal and finance path, and who actually signs?

Pipeline integrity

0 / 20

0 of 10 answered

Answer all ten questions to see the interpretation.

This score is diagnostic only. It is not a forecast, not a probability of win, and not a substitute for your own commercial judgement.

How to read the score

0–7Pipeline illusion

This deal is being carried by seller confidence, not customer evidence.

8–14Exposed

There is something real here, but the load-bearing parts are unproven.

15–17Credible

The evidence broadly supports the position, with identifiable soft spots.

18–20High integrity

The deal is grounded in customer-validated evidence across the board.

How to use this with your team

1Pick three to five of the most important deals in the quarter — not the whole pipeline.
2Make the rep show the evidence for each answer, rather than asserting the answer.
3Turn every 0 into a management question with an owner and a date.
4Re-score the same deals every few weeks and track whether the evidence is actually moving.