KALMANADVISORY

The Kalman Index™

Almost no leadership team doubts it can grow.
What it doubts is whether the number is real.

Twelve questions on how your commercial engine actually behaves — not how it is meant to behave. You get a score out of a hundred, a maturity band, and a written read on where you stand.

12Questions
20Minutes
6Capabilities scored
0Sales calls attached

No email required until after you have answered. If your score comes back strong, that is a useful thing to know and you owe me nothing.

What it measures

Six capabilities, twelve behaviourally anchored questions

The questions ask what your team does, not what it intends to do. There are no aspirational answers and no option that makes you look good for having a policy nobody follows.

Commercial strategyWhether you can say who you sell to, and refuse a deal on principled grounds.
Pipeline healthWhether coverage means anything, and whether the forecast has been right before.
Sales executionWhat has to be true before a deal is allowed to be called real.
LeadershipWhether inspection happens on a rhythm, or when someone remembers.
Customer growthWhether retention and expansion were decided before the contract was signed.
Data and AI readinessWhether the things a model would reason over are recorded consistently enough to reason over.

Three questions carry extra weight

The gates

Three of the twelve predict a miss earlier than anything else. If they come back weak they are reported as priority findings regardless of how strong your total score is — a high score built on top of one of these is a high score that will not hold.

Gate 01

Close-date discipline

Where the date on a deal came from, and whether anyone counts how often it moves.

Gate 02

Forecast variance

Whether the number you gave the board last quarter turned out to be true, and whether you know by how much.

Gate 03

Net revenue retention

Whether expansion is a consequence of how you sold, or a hope held by customer success.

What you get, and what you do not

Stated plainly

You getA score out of 100. Your maturity band. A written read on each of the six capabilities. Any gate findings, named. All of it on screen the moment you finish, no waiting for an email.
You do not getThe verified Index. That one is computed from your CRM rather than from your own answers, and the distance between the two is usually the most useful number a leadership team sees all year. It cannot be done from twelve questions.

A booking link sits at the end. It is there if you want it and ignored without consequence if you do not.

Question 1 of 12 Commercial strategy

Answer all twelve to continue.

Last step

Where should the read go?

Your result appears on the next screen either way. This is so you have a copy, and so I know who I am reading if we speak.

Please enter your name.
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One email with your read attached. No sequence, no newsletter, no list.

Your Kalman Index — self-assessed

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ReactiveFragileInconsistentManagedMarket leading

The read

What your answers describe

Priority findings

The gates, reported regardless of total score

What this score cannot tell you

Everything above is built from your own answers. That makes it a measure of what leadership believes — which is genuinely useful, and is not the same thing as what the evidence supports.

The verified Index is the same scale rebuilt from your CRM: coverage against quota, stage distribution, qualification completeness, stale records, slippage rate and single-thread risk. It takes two to three weeks.

For illustration, not a client figure —

  • If a team scores itself 62 and the evidence supports 41, that is a twenty-one point gap
  • Between six and fifteen points is normal, and mostly optimism
  • Above sixteen and the forecast reaching the board is not defensible
  • The gap is the finding — and it is very hard to argue with, because it is your own data
Book a 45-minute conversation

A conversation about what this result means and what's actually causing it — not a CRM review, no obligation and no proposal attached. If the read says your engine is in good shape, I will tell you that and we will both get on with our day.

Keep a copy

Print this page or save it as a PDF. It is worth re-taking on a cadence — the movement between two readings tells you more than either one alone. That habit of re-measuring, held over time, is what the Kalman Loop actually is.