Template

Sales pipeline review template

Deal by deal: what changed this week, what is stuck, and what the next step is.

45 minutesFor Sales managers and their teamsAgenda room
Change the agenda first

The agenda, with a time for each part

  1. Closed since last week5 min
    • What made it close?
  2. Deals expected this month12 min
    • What has to happen before they sign, and by when?
  3. Stuck deals10 min
    • When did we last hear from them?
    • Who else there could we talk to?
  4. New deals6 min
    • Where did it come from, and is it real?
  5. The forecast6 min
    • What number will we actually hit?
  6. Help needed6 min
    • Which deal needs somebody else in the room?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Expected. Northwind, $24k: contract with their legal team, back on Thursday.

Stuck. Harbor: no reply in nineteen days. Noah writes to their head of operations.

Forecast. $61k this month, against a goal of $70k.

Running it well

Ways to change it

One to one with each repThirty minutes: their five biggest deals only.
End of quarterOnly deals that can close this quarter, daily, fifteen minutes.
A founder selling aloneDo it with a co-founder or an adviser every two weeks. Nobody questions their own pipeline hard enough.

When to skip it. When nothing moved. Ask each rep for one line in writing instead.

Questions

What is a pipeline review?

A regular meeting where a sales team goes through its open deals and agrees the next step on each.

How often should you review the sales pipeline?

Weekly for the team, and daily in the last two weeks of a quarter.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

More templates

Weekly sales meetingThe whole sales team, once a week: the number, what was won and lost, and one thing everybody gets better at.Client kickoff meetingThe first meeting with a new client after they sign: what success looks like to them, who does what, and how you will keep in touch.Renewal callA few weeks before a contract ends: what the customer got from it, what they want next, and whether they stay.Sales discovery callLearn how they work today, what they have tried, and what a good outcome is — before pitching anything.Client check-inWhat changed, how it is going against the goals you agreed, and what is next.Quarterly business review (QBR)Once a quarter with a customer: what they got for their money, what did not work, and what the next quarter is for.Customer onboarding callThe first call after somebody buys: what they want to get done, who needs setting up, and the first result to aim for.Sales demo callShow the three things they said they care about, on their own example, and agree what happens next.

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