Analytics

Signal & Forecast

What's real. What's next.

The insight layer—turning comp data into signals for forecasting, planning, and behavior change.

When to Pull This Lever

  • •Forecast misses, unexpected cost spikes, or behavior drift
  • •Board/CFO asking questions you can't answer from comp data

The Consequences

What It Moves

Cost forecasting • behavior analytics • attainment tracking • signal integration • predictive models

Blast Radius

Forecast misses • cost surprises • behavior drift • blind spots • CFO distrust

Scoreboard

Forecast accuracy % • cost variance • behavior trends • signal coverage

Default Artifacts

Cost forecast model • behavior dashboard • attainment tracker • signal deck

Common Failures

  • •Comp data used for payout only, not insight
  • •No connection between comp signals and revenue forecast
  • •Behavior changes detected after the quarter, not during
  • •Cost forecasts disconnected from attainment projections

Fast Wins

  • •Build comp cost forecast tied to attainment scenarios
  • •Create "behavior drift" dashboard (payout patterns vs. prior periods)
  • •Add comp signals to weekly sales leadership review
  • •Track leading indicators (pipeline, activity) alongside lagging (payout)

Score This Lever

If you can't answer "yes" with proof, you don't score above 2.

  • 1
    Comp cost forecast exists and is updated monthly
  • 2
    Behavior drift analysis runs (vs. prior periods)
  • 3
    Comp insights included in sales leadership reviews
  • 4
    Leading indicators tracked alongside payout data
  • 5
    Attainment projections inform revenue forecast

Score: 0 (Missing) → 1 (Documented) → 2 (Repeatable) → 3 (Controlled) → 4 (Optimized)

Maturity Ladder

1

Blind

comp data is payout-only

2

Reported

dashboards exist but aren't used

3

Reviewed

leadership sees comp trends

4

Integrated

comp signals inform forecasts

5

Predictive

models predict behavior and cost

The Kit

Starter Artifacts

Comp cost forecast • behavior dashboard • attainment report • signal deck

Previous LeverNext Lever