| name | Audit Revenue Pipeline |
| description | Cross-reference pipeline forecasts from sales meetings with actual customer conversation signals to expose forecast risk, stuck deals, and conversion gaps. Flags where rep confidence diverges from prospect reality. Trigger on: pipeline review, revenue pipeline, forecast accuracy, deal inspection, pipeline hygiene, pipeline audit, sales forecast, conversion analysis, stage velocity, pipeline health, revenue operations. |
| dependencies | [] |
| author | Harmony |
| version | 1.0.0 |
| icon | sparkles |
| cover | |
| screenshots | [] |
| category | Sales |
Purpose
Pipeline reviews rely on rep self-reporting: "This deal is 80% likely to close." But Harmony has the actual customer conversations. When the rep says "commit" but the prospect said "we're still evaluating three options" in the call, that's a forecast risk signal. This skill cross-references pipeline stage assessments from internal sales meetings with sentiment, commitment language, and buying signals from customer-facing calls. It surfaces deals where internal confidence diverges from external reality, identifies stuck stages with no forward momentum, calculates true conversion rates based on observed deal progression, and flags pipeline coverage gaps that threaten revenue targets.
When to Use
- Weekly pipeline review prep: Audit the deals going into Friday sales standup to flag high-risk forecasts before the meeting
- Monthly/quarterly forecast: Build board-ready forecast with confidence tiers based on conversation signals, not rep opinion
- Board meeting pipeline section: Present actual conversion rates and coverage ratios with evidence, not assumptions
- Deal inspection for at-risk accounts: Drill into a single large deal to understand the real status vs. reported status
- Funnel conversion diagnosis: Identify which stages have the biggest leakage and where deals typically get stuck
- New sales leader onboarding: Assess pipeline quality and forecast reliability when joining or taking over a territory
Instructions
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Extract pipeline claims from internal sales meetings: Pull deal names, pipeline stages, close dates, amounts, and rep confidence levels (probability %, commit vs. forecast designation, activity summaries) from sales meeting notes or CRM records.
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Cross-reference with customer-facing call transcripts: Match deals to actual customer conversations (discovery, demo, negotiation calls). Extract buying signals (budget confirmed, decision timeline stated, competitive intent mentioned), objections and concerns, competitive mentions, prospect-stated evaluation timelines, and decision-maker engagement level.
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Score each deal for confidence gap: Calculate Confidence Gap = (rep assessment probability) minus (conversation evidence score). Flag any deal where gap > 2 points (e.g., rep says 80% likely, calls show early-stage signals = ~30%, gap of 50 points).
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Identify stuck deals: Flag deals in the same stage for >2x average stage duration with no forward-moving language in recent calls (e.g., prospect still asking basic questions, no budget discussion, timeline pushed again).
