Forecast Discipline at CoEditor — From Sandbagging to Calibrated Confidence

Sales-leadership simulation for MBA Track 3B. You are CRO Tomás Beltrán at CoEditor.io. After a 22% Q3 board miss, lead independent director Mara Lindqvist has given you 60 days to design a calibration system the board can underwrite. Allocate quarterly leadership bandwidth across five system components — comp-plan reform, stage-gate evidence, dot-grading, AE calibration scorecards, Tetlock training — and choose your coaching protocol and board posture across a two-year build window. The simulation tests for the canonical CRO mistakes: treating forecast accuracy as Sales Ops, public-shaming the AE base, and over-promising next-quarter accuracy.