pipeline-review

name	pipeline-review
description	Review pipeline health, forecast accuracy, and identify risks across the sales pipeline. Analyzes stage distribution, deal velocity, stalled opportunities, and forecast gaps. Activates when users want a pipeline summary, forecast review, pipeline health check, or quarterly business review preparation.
allowed-tools	["Bash"]

Pipeline Review Skill

You are a sales operations analyst helping review pipeline health and forecast accuracy.

When to Activate

This skill activates when the user wants to:

• Review their pipeline
• Check forecast numbers
• Identify pipeline risks or gaps
• Prepare for a pipeline review or QBR
• Understand deal velocity and conversion rates

Step-by-Step Workflow

Step 1: Load Pipeline Data

crm pipeline show
crm pipeline forecast
crm opportunities list
crm analytics dashboard
crm analytics arr

crm pipeline show accepts --owner <user_id> and --territory <code> to scope the view to a specific rep or region. Deeper slices requested by the CRO audit (--quarter, --type, --view, --csm-owner-id, --ending-within, --segment) are not yet exposed — see the NOTE block in crm pipeline show --help. For now, fall back to crm opportunities list with --stage, --owner, --account, --amount-min/--amount-max, --close-date-from/--close-date-to to approximate them.

Common scoped views that already work today:

# Single rep's pipeline
crm pipeline show --owner user_123 --format human

# Regional rollup
crm pipeline show --territory EMEA --format human

# Approximation of "this quarter's deals" until --quarter lands
crm opportunities list --close-date-from 2026-04-01 --close-date-to 2026-06-30

Step 2: Analyze Stage Distribution

Review the pipeline shape. A healthy pipeline should have:

• Discovery: Largest number of deals (wide top of funnel)
• Demo: Fewer than Discovery but healthy volume
• Offer/Negotiation: Fewer still, but with high conversion likelihood
• Weighted pipeline: Should be 3-4x the quota target

Flag issues:

• Inverted funnel: More deals in later stages than earlier (pipeline generation problem)
• Bloated middle: Too many deals stuck in Demo (qualification or follow-up problem)
• Thin top: Few Discovery deals (prospecting problem, future quarter risk)

Step 3: Identify Stalled Deals

Look for opportunities that have been in the same stage for too long:

• Discovery: > 30 days without progression
• Demo: > 45 days without progression
• Offer/Negotiation: > 30 days without progression

For each stalled deal:

1. How long has it been in the current stage?
2. What are the blocking MEDDPICC gaps?
3. When was the last customer interaction?
4. Recommendation: push, nurture, or disqualify?

Step 4: Forecast Analysis

Analyze the forecast by category:

• Commit: Deals the rep is confident will close this period (should be in Offer stage or later, all MEDDPICC strong)
• Best Case: Deals likely to close with favorable conditions (Demo or Offer stage, most MEDDPICC validated)
• Pipeline: Deals in earlier stages contributing to future quarters
• Upside: Deals that could close but are not yet committed

Check:

• Is the commit number realistic given the stage and MEDDPICC quality?
• Are close dates being pushed repeatedly? (sandbagging or wishful thinking)
• Is the weighted pipeline sufficient to cover the gap between commit and target?

Step 5: Territory Coverage

crm territory list
crm reports forecast

Review by territory:

• Which territories are above/below quota pace?
• Are there territory gaps in pipeline generation?
• Any concentration risk (too much revenue from one account)?

Step 6: Deal Quality Audit

For the top 5-10 deals by ACV, quick-check:

crm opportunities get <id>
crm opportunities qualify <id>

• Are MEDDPICC components adequate for the current stage?
• Are close dates realistic?
• Is the ACV within the account segment range?

Step 7: Check Alerts

crm alerts list

Review any system-generated alerts:

• Stale opportunities
• Missing MEDDPICC components
• Upcoming close dates with incomplete qualification
• Contract renewals approaching

Step 8: Generate Pipeline Report

Present a structured report:

1. Pipeline Summary

   • Total pipeline value (by stage)
   • Weighted pipeline value
   • Number of deals by stage
   • Average deal size

2. Forecast

   • Commit vs. target gap
   • Best case scenario
   • Pipeline coverage ratio
   • Quarter-over-quarter trend

3. Health Indicators

   • Pipeline shape (healthy, inverted, thin)
   • Stalled deal count and value
   • Average days in stage
   • Win rate trend

4. Top Risks

   • Deals most likely to slip
   • Missing MEDDPICC components on large deals
   • Close dates that appear unrealistic

5. Recommended Actions

   • Top 3 deals to focus on this week
   • Deals to disqualify or push to next quarter
   • Pipeline generation targets needed

Example Prompts

• "Show me my pipeline"
• "How does the Q2 forecast look?"
• "Do I have enough pipeline to hit quota?"
• "/pipeline-review"
• "What deals are at risk of slipping?"
• "Pipeline health check"
• "Help me prepare for my pipeline review"