# Weekly pipeline review pack

Copy this pack once per review. Replace every bracketed field. RevOps prepares sections 1 to 3 before the meeting; the Sales manager completes sections 4 to 7 in it. Thresholds below are examples: agree your own with the Sales leader, based on your sales cycle, before the first review.

## 1. Review details

- Team or segment: [team]
- Period being forecast: [for example Q4 2026, 1 Oct to 31 Dec]
- Currency and amount basis: [for example EUR, first-year contract value]
- Snapshot taken: [date and time, before anyone edits for the review]
- Compared with: [previous snapshot date and time]
- Review date: [date]
- Chair: [Sales manager]
- Prepared by: [RevOps owner of the snapshot and roll-up]
- Deal owners attending: [names or roles]

## 2. Definitions this pack relies on

Link to the stage definitions in your field dictionary rather than restating them. Record any change since last week here.

| Forecast category | Meaning, in writing | Allowed from stage (example) |
|---|---|---|
| Commit | [The owner would stake their number on it closing this period] | [Negotiation] |
| Best case | [Could close this period if named conditions are met] | [Proposal] |
| Pipeline | [Open and qualified, not expected this period, or too early to judge] | [Any open stage] |
| Closed | [Closed won in this period] | [Closed won] |

- Inclusion rule: [open opportunities with a close date in the period, in this team]
- Excluded and why: [for example deals with no amount before Proposal, other teams, renewals]
- Changes to definitions since last review: [none, or what changed and who agreed it]

## 3. Inspection

### Rules (example thresholds, agree locally)

| # | Rule | Flag when | Applies from |
|---|---|---|---|
| R1 | No next step | Next step blank, or next step date before the review date | [Qualification] |
| R2 | Close date in the past | Open deal with a close date before the review date | [All open stages] |
| R3 | Stage age over threshold | Days in current stage over [Discovery 21, Qualification 30, Proposal 30, Negotiation 21] | [All open stages] |
| R4 | Amount change | Amount moved by [20% or EUR 10,000] or more since the last snapshot | [Proposal] |
| R5 | Category does not match stage | Category is allowed only from a later stage than the deal is in (see section 2) | [All open stages] |

A flag is a question for the owner, not a finding. RevOps does not change stage, amount, close date or category.

### Changes since the last snapshot

| Change | Opportunities | Value | Note |
|---|---|---|---|
| New | [IDs] | [amount] | [source] |
| Closed won | [IDs] | [amount] | |
| Closed lost | [IDs] | [amount] | [loss reason] |
| Close date moved out (slipped) | [IDs] | [amount] | [from and to; times slipped this period] |
| Close date moved out of the period | [IDs] | [amount] | |
| Amount changed | [IDs] | [from and to] | |
| Category changed | [IDs] | [from and to] | |
| Stage moved backwards | [IDs] | [from and to] | |

### Flags for this review

| Opportunity | Owner | Stage | Category | Amount | Close date | Rules | Owner's answer before the meeting |
|---|---|---|---|---|---|---|---|
| [ID, account] | [owner] | [stage] | [category] | [amount] | [date] | [R1, R3] | [explanation or correction] |

## 4. Agenda

Example for a 45-minute review. Keep the order; shorten any section, but do not skip the forecast call.

| Time | Item | Led by | Output |
|---|---|---|---|
| 5 min | Roll-up and changes since last week | RevOps | Agreed starting numbers |
| 15 min | Flagged deals, one at a time | Deal owners | Entries in the decision log |
| 10 min | Commit deals: evidence for each | Sales manager | Commit confirmed or moved |
| 10 min | Best case: what would move each deal up | Deal owners | Conditions and dates |
| 5 min | Forecast call, gap and actions | Sales manager | Sections 5 and 6 complete |

Questions to ask of each deal:

- What did the buyer last do, and when?
- What is the next step, who owns it on the buyer's side and when is it?
- Who signs, and have we met them?
- What has to happen between now and the close date, and does it fit?
- If the close date moved, what changed on the buyer's side?

## 5. Deal decision log

One row per decision. A category or close date change needs a reason a reader can check next week.

| Opportunity | Flag or topic | Discussion | Decision | Category before / after | Close date before / after | Amount before / after | Decided by |
|---|---|---|---|---|---|---|---|
| [ID] | [R2] | [what the owner reported] | [what changes, or why nothing changes] | [Commit / Best case] | [date / date] | [amount / amount] | [Sales manager with owner] |

Slipped deals: record how many times this deal's close date has moved in the period.

| Opportunity | Close date before | Close date after | Reason (buyer-side event) | Times slipped this period |
|---|---|---|---|---|
| [ID] | [date] | [date] | [reason] | [1] |

## 6. Forecast call

### Roll-up after this review's decisions

| Line | Amount | Opportunities |
|---|---|---|
| Target for the period | [amount] | |
| Closed won to date | [amount] | [count] |
| Remaining to win (target minus closed won) | [amount] | |
| Commit | [amount] | [IDs] |
| Closed plus commit | [amount] | |
| Best case | [amount] | [IDs] |
| Closed plus commit plus best case | [amount] | |
| Pipeline in the period | [amount] | [IDs] |
| Open pipeline in the period (commit, best case and pipeline) | [amount] | |
| Pipeline coverage (open pipeline in the period divided by remaining to win) | [ratio] | |
| Coverage target, from your win rate by value | [ratio, roughly the inverse of the win rate] | |

If you show weighted pipeline, use stage probabilities from your own closed deals, and say so. It is a planning aid alongside the call, not the call.

### The call

- Forecast call: [amount]
- Made by: [Sales manager]
- What it includes: [closed plus commit, plus named best case deals and why]
- Gap from call to target: [amount]
- Gap from closed plus commit plus best case to target: [amount, or none]
- Change from last week's call: [amount, and the deals that explain it]
- What would close the gap: [deals, conditions and dates; or a statement that it will not close this period]
- Assumptions to test at the next review: [list]

## 7. Actions

| # | Action | Opportunity | Owner | Due | Status at next review |
|---|---|---|---|---|---|
| A1 | [action] | [ID or none] | [named person] | [date] | [open / done / dropped, with reason] |

## Before closing the review

- [ ] Every flag has an owner's answer or an action.
- [ ] Every category change and slipped close date has a reason in the log.
- [ ] Owners know which fields they will update, and by when.
- [ ] The call, the gap and the assumptions are written down.
- [ ] Each action has one named owner and a due date.

Start the next review by reading this pack's actions and assumptions. Approving the pack covers the call and the actions listed. It does not change any CRM record; the owner of each record does that.