Weekly Sales Pipeline Review Template

# Weekly Pipeline Review — {{Team / AE name}} — {{Date}}

## 1. Pipeline health check (5 min)
- Weighted coverage ratio: __x  (last week: __x)
- Unweighted coverage: __x
- New pipe added this week: $___
- Deals slipped out of period: __
- Pipeline created vs. target: __%

## 2. Category snapshot (5 min)
| Category      | Amount | Δ WoW | Notes |
|---------------|--------|-------|-------|
| Commit        | $      | +$    |       |
| Best Case     | $      | +$    |       |
| Pipeline      | $      | +$    |       |
| Omitted       | $      | +$    |       |

## 3. Deal-by-deal inspection (25 min)
For every deal in Commit + Best Case above threshold ($___):

**Deal:** {{Account name}} — {{Amount}} — {{Close date}}
- Stage & category (this week / last week)
- Economic buyer identified? (name + last contact)
- Champion identified? (name + strength: strong / weak)
- Decision criteria confirmed in writing?
- Next verifiable step + date
- Top risk + owner
- Confidence 1–10 (rep + manager)

## 4. Deals to disqualify (5 min)
List deals that should move to Omitted or push out:
- Deal — reason — new close date (or DQ)

## 5. Coaching moment (5 min)
One deal to spend focused time on this week — usually the highest-value at highest-risk.
- Deal: 
- What we're going to do differently: 
- Manager involvement needed: 

## Action items
- [ ] Owner — action — due date
- [ ] Owner — action — due date

How to actually run it

The mistake most pipeline reviews make is treating the CRM as the source of truth. It isn't. The CRM shows what the rep believes; the review is where you inspect whether that belief is grounded in verifiable evidence. Every deal above threshold gets the same four questions.

1. Start with the aggregate — coverage ratio and category totals. That sets whether this is a normal review or a crisis one.
2. Move deal-by-deal on Commit and Best Case above threshold. Skip the rest — reviewing 40 deals in an hour is theatre.
3. For each deal, ask 'what's the verifiable next step and when?' If the rep says 'they're going to get back to me', it's not Commit.
4. End with one coaching moment — the single deal you'll spend focused manager time on this week.

Stage exit criteria that hold up

The single highest-leverage change to any forecast is tighter exit criteria on the Commit stage. If a deal in Commit doesn't have all four of the below, downgrade it to Best Case and inspect why.

• Economic buyer confirmed by name, met in the last 14 days.
• Decision criteria received in writing (email, doc, or slack from customer).
• Verbal or written approval on price and terms.
• Redlines returned (for legal-heavy deals) OR clear next step to signature with a date.

Red flags to watch every week

• 'Waiting on legal' — check when the redlines actually went out. If > 14 days, escalate.
• 'Just need budget approval' — who is the approver, when did they last engage?
• Deal pushed 3+ times — this is almost never going to close in your period.
• Amount changed but stage didn't — either scope moved or the rep is fishing.
• Champion hasn't been contacted in 21+ days — they've forgotten about you.

The pipeline scorecard (copyable)

Use this scorecard on every Commit deal. A deal scoring < 12 should be downgraded regardless of the rep's confidence.

Deal: __________________  Amount: $______  Close: ______

Score (0/1/2 each):
[ ] Economic buyer identified + met in 14 days
[ ] Champion strong (2), weak (1), none (0)
[ ] Decision criteria in writing
[ ] Compelling event / deadline
[ ] Budget confirmed
[ ] Legal / procurement path known
[ ] Verifiable next step + date
[ ] Deal not slipped from prior period

Total (max 16): _____   →   Commit: ≥12   Best Case: 8–11   Pipeline: <8

FAQs

Related tools & templates