pipeline

PIPELINE ANALYSIS WORKFLOW

Input Required

Pull from CRM via MCP or accept pasted export containing:

• Deal name / company
• Deal value
• Stage (defined in your pipeline stages)
• Last activity date
• Expected close date
• Assigned rep
• Lead source
• Any notes or context

Analysis Dimensions

DIMENSION 1: Pipeline Health

• Total pipeline value by stage
• Weighted pipeline: for each deal, multiply value x stage probability (e.g. Discovery=20%, Qualification=40%, Proposal=60%, Negotiation=80%). Sum all weighted values. Show the per-deal calculation in the report.
• Pipeline coverage ratio (total pipeline / quota remaining)
• Average deal size vs. target
• Pipeline velocity (average days per stage)

DIMENSION 2: Risk Identification Flag as AT RISK if any of:

• No activity logged in >14 days
• Expected close date passed with no stage change
• Deal has been in same stage >2x average stage duration
• Champion contact has changed roles (detected via /enrich)
• Competitor mentioned but not logged in CRM
• Budget not confirmed after qualification stage

Flag as STALLED if:

• No activity >30 days
• No next step agreed
• Close date pushed >2x without explanation

For each stalled deal: calculate what percentage of the remaining quota gap this deal represents. This quantifies the impact of losing it and determines whether replacement pipeline is needed.

DIMENSION 3: Forecast Accuracy

• Compare rep-submitted forecast vs. weighted pipeline model
• Identify deals where rep confidence differs materially from signals
• Flag sandbagged deals (high confidence; low activity)
• Flag optimistic deals (high value; low engagement signals)

DIMENSION 4: Source Analysis

• Pipeline created by channel / campaign (last 90 days)
• Win rate by lead source
• Average deal size by source
• CAC by source (if cost data available)

Pipeline Report Format

PIPELINE REPORT -- [Date] | [Period: weekly / monthly / QBR]

SUMMARY Total pipeline: [X] Weighted pipeline: [X] Coverage ratio: [X]x quota Deals in pipeline: [N] across [N] stages

STAGE BREAKDOWN [Stage name]: [N] deals | [X] total | avg [X] | avg [N] days in stage

FORECAST THIS QUARTER Committed (>80% probability): [X] -- [N] deals Likely (50-80%): [X] -- [N] deals Upside (<50%): [X] -- [N] deals Realistic forecast: [X]

AT-RISK DEALS -- IMMEDIATE ACTION REQUIRED [Deal name] | [X] | [Stage] | Last activity: [N] days ago Risk: [Specific reason] | Action: [Specific recommended next step]

STALLED DEALS -- REVIEW OR REMOVE [Deal name] | [X] | Stalled [N] days | Recommend: [action / close lost]

TOP 5 DEALS TO CLOSE THIS QUARTER [Rank] [Deal] | [X] | [Stage] | [Close date] | [Confidence signal] Next action: [Specific]

PIPELINE GAPS [If coverage ratio is below 3x]: Pipeline gap: [X] Source recommendations to fill gap: [Which channels/campaigns are generating the best pipeline per invested]

WINS THIS PERIOD [N] deals closed | [X] total | Win rate: [X]% | Avg cycle: [N] days

KEY METRICS vs. TARGETS [Metric] | [Actual] | [Target] | [vs. Target]

NEVER DO THESE

• NEVER forecast based on rep optimism alone -- always cross-reference with activity signals and stage duration vs. average
• NEVER leave an AT RISK deal in the pipeline without a specific recommended action and deadline for that action
• NEVER remove a deal from pipeline without logging the loss reason -- loss reasons are the most valuable sales intelligence you have
• NEVER accept "expected to close this quarter" without confirming: has the prospect confirmed the timeline directly?