Process Library

Weekly Pipeline Review

A 30-minute Monday discipline that keeps the pipeline honest by forcing a next action on every open opportunity.

Sales 7 steps
When to use

Every Monday before any new outreach starts, for anyone who owns a number.

Trigger
Runs when: Monday morning, 30 minutes, before the week's first outreach

The procedure

7 steps

  1. Pull every open opportunity into one view sorted by close date and stage.
  2. For each opp, answer one question: what is the next concrete action, who owns it, and when is it due.
  3. Mark dead any opp where there is no clear next step or the next step is two weeks out without a reason.
  4. Move opps with no activity in 14 days, despite a warm signal, into nurture.
  5. Flag opps where the buying language changed to procurement, legal, or security review. These need a different motion.
  6. Name the three most likely to close this week and the three most at risk.
  7. Send a one-paragraph Monday update naming those six.
Outputs
  • A cleaned pipeline view
  • A three-and-three Monday update
  • Dead opps closed-lost with a coded reason for win/loss analysis
Tools
CRMPipeline dashboard
Note: The pipeline always lies in one direction: too generous on close date and deal size. Be the one who keeps it honest.
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Related searches
pipeline review sop weekly sales review crm hygiene process sales forecast accuracy deal review checklist

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