The GAP Methodology
Commit
Set the number: your revenue targets by the month and by the year.
Secure
Know precisely what revenue you have already secured.
Pursue
Run the pipeline with discipline: weighted, current, real.
Close the GAP
See the shortfall early, and win the work that closes it.
GAP forces the past to be accurate, but incidental. It puts you in the now, and the next 24 months, of your own performance.
A live interface to your view of the future.
The forecast is not a document you read. It is a surface you act on. Push a deal out, pull one forward, change a value, and the gap in every month ahead re-reads while you watch — then the change is written back to your CRM*.
This is the part that makes GAP a sales management tool rather than a reporting one.
Every number on the page is something you can act on.
Push and pull deals
Move a deal out a month or bring it forward, and watch the gap move with it. The consequence is visible before the decision is made.
Alter a deal
Change a value, a probability or a stage in GAP. The forecast re-reads and the CRM record is updated.
Drill into any number
Every figure opens. A month, a division, a line in the roll-forward — down to the individual deals underneath it.
Click through to the CRM
Any deal opens in your CRM in one click, so the detail lives where your team already works.
Test won or lost
Mark a deal won or lost and see the effect on every month ahead, without committing to it.
Filter to what matters
Cut by entity, division, owner or month, and keep only the deals that change the answer.
GAP tells your team which deals to chase, and why.
Not the biggest deals. The deals that close the gap in the month it exists — ranked by what they do to the number, and sent to the people who own them.
A weekly email, per owner*
Each owner gets their own chase list before the week starts: their priority deals, what has slipped, and what their share of the gap is. Nobody has to open the software to know what to do.
The five deals that swing the forecast furthest in either direction. The ones worth a director’s attention this month.
See your GAP in one session.
Bring a CSV of your pipeline and budget, and we'll show you the gap on your own numbers.
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