How Salt works
Two things to set up once, five that make up the operating rhythm, and one that only pays off over time. You define the standard; Salt is what applies it consistently to every deal in scope.
A day of configuration, not a quarter-long implementation.
Bring deals in from your CRM or a CSV. Map owners, pipelines, stages, amounts, and close dates to what Salt expects.
Salt evaluates deals against your process, not a generic playbook. Configure it once and every review inherits it.
Some of it you drive; some of it runs on its own. All of it comes back around.
You launch it — before a forecast call, over a team you're worried about, or across the whole pipeline. Seven checks per deal, each returning a flag and a rationale. The output is a ranked agenda, not a dashboard.
This part runs on its own. Salt picks deals worth more than a first pass, refreshes their checks if the signal has gone stale, then runs a deeper review that reads the full record and writes a real report.
Every finding carries the note, meeting summary, or field change that produced it — with a source, a timestamp, and a confidence level.
When a field is wrong, Salt proposes the correction and a person approves it. Nothing writes back to your CRM on its own.
Sellers submit floor, call, and stretch. Managers adjust with buffers and scenarios. Leadership sees a rollup that traces back to named deals.
The part that compounds.
Because every submission and every field change is kept, Salt can restate any past week and compare what your team said to what the model said to what actually closed.
Your process, enforced
Configure the qualification framework your team runs, the entry and exit criteria for each stage, and your forecast categories — per pipeline. Every review, every recommendation, and every gap report inherits that configuration instead of applying a generic playbook.
Pipeline configuration
Enterprise new business
See it run
Three deals, seven checks each, ranked by what needs attention. Select any deal to read its review, or expand a check to see what it looks at.
Pipeline Risk Review
$281K sits on deals with at least one problem. Select any deal to read its review.
Illustrative deals and findings — not customer data. Check names and verdict structure match the product’s real review output.
Review · Northstar Logistics
$184K · Contracting · Jun 28
Committed for the quarter, but nothing has moved the date it depends on.
Close date has moved twice in 41 days while the blocking security review still has no owner.
“Security hasn’t assigned a reviewer yet. We’ll revisit timing after their planning meeting next month.”
CRM note · A. Reyes · 3 days ago
Substantiated: multi-threaded, active in the last week, qualification mostly complete.
Paper Process is empty at Contracting stage; Economic Buyer is named but has no logged interaction.
“Legal review process not yet confirmed — asking champion who owns redlines on their side.”
CRM note · A. Reyes · 12 days ago
An external dependency the deal team does not control now gates the close.
“Their security team is mid-reorg. Our champion says he can’t escalate until the new director starts.”
Meeting summary · 9 days ago
$184K matches the 240-seat, two-module scope described in the proposal thread.
Forecast category is Commit, but evidence logged after it was set describes an unscheduled dependency.
“Realistically this lands next quarter unless security moves.”
CRM note, written 6 days after category set to Commit · 3 days ago
Amount and stage last touched 34 days ago while 11 activities were logged.
Recommended action
Confirm a named security reviewer and a dated approval milestone before keeping Jun 28. If neither exists by Friday, move the date to the next quarter rather than carrying it in Commit.
Reference
These run on every open deal in scope. Each returns one of three flags — clear, watch, or problem — plus a rationale, and evidence where the finding depends on something written down.
Tests the date on the record against how the deal is actually progressing, rather than accepting whatever was last typed in.
Forecast capture
Sellers submit a floor, a call, and a stretch each week. Managers apply buffers and compare scenarios before committing. Leadership sees a rollup that traces back to named deals — and, because every submission is kept, you can score what people said against what actually closed.
Q3 · week 7
Vs last week
+$220K
Coverage
3.4×
Flagged
$418K
Illustrative values.
Forecast history
Each week’s floor, call, and stretch is stored alongside what actually closed. That is what makes it possible to see how a quarter converted — and, later, to score what your team said against what happened.
Enterprise team
Illustrative data.
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