Checklist Pipeline Management
Pipeline Review Checklist
Run effective pipeline reviews with this structured checklist. Cover deal health, forecast accuracy, and next steps for every opportunity in your pipeline.
Pipeline Review Checklist
Weekly pipeline reviews keep deals moving and forecasts honest. Use this checklist to run structured, productive reviews that surface risks early and drive action.
Pre-Review Preparation (Rep)
- Update all deal stages to reflect current reality
- Add notes from every prospect interaction this week
- Update close dates based on actual buyer timeline
- Flag any deals where the champion has gone silent
- Identify deals that need executive engagement
- Prepare specific asks for manager support
Deal Health Assessment
For each deal in Stage 3+, evaluate these criteria:
Qualification Check
- Budget confirmed or budget process identified
- Authority — decision-maker identified and engaged
- Need — specific pain point documented and validated
- Timeline — buyer-confirmed close date, not rep-estimated
Engagement Indicators
- Multiple stakeholders engaged (not single-threaded)
- Prospect responsive within 48 hours
- Next meeting already scheduled
- Prospect has shared internal information or documents
- Technical evaluation completed or in progress
Risk Flags
- Deal has been in current stage for longer than average
- Champion has changed roles or left the company
- Competitor mentioned in recent conversations
- Procurement or legal delays surfaced
- Budget freeze or organizational restructuring announced
Forecast Accuracy Review
| Category | Criteria |
|---|---|
| Commit | 90%+ probability — verbal or written agreement in hand |
| Best case | 60-89% — strong engagement, clear next steps |
| Pipeline | 30-59% — qualified but still early in evaluation |
| Upside | Below 30% — long shot but possible this quarter |
Action Items Template
For each deal reviewed, document:
- Current status: One sentence on where the deal stands
- Biggest risk: The single factor most likely to kill this deal
- Next step: Specific action with owner and deadline
- Help needed: What the rep needs from leadership
Post-Review Follow-Up
- Send summary of action items to all participants
- Update CRM with any stage changes agreed during review
- Schedule follow-up on high-risk deals before next review
- Track forecast changes week-over-week
Scrapine provides real-time enrichment on prospect companies, helping you validate deal health signals like leadership changes, funding events, and hiring patterns during pipeline reviews.