Use this as a working guide, not a passive read. Skim the sections, copy the frameworks, then connect the advice to a real role, interview, call, or account you are working on this week.
A weekly pipeline review should improve decisions, not produce a recital of every open opportunity. Inspect changes, evidence, risk, and next actions while there is still time to act.
Prepare Before the Meeting
Update material interactions, stage, close date, next step, stakeholders, qualification evidence, and forecast category under your company's definitions. Flag records with no future action, stale stages, unsupported dates, or a single contact.
The 30-Minute Agenda
- 1Five minutes: pipeline created, advanced, closed, lost, and slipped since last review.
- 2Ten minutes: highest-consequence changes and risks.
- 3Ten minutes: two opportunities where coaching can change the next action.
- 4Five minutes: commitments, owners, dates, and help required.
Do not spend equal time on every deal. Select opportunities by consequence and uncertainty.
Opportunity Review Card
For each selected deal capture the buyer's problem, measurable consequence, decision participants, criteria, process, competition including no decision, current stage evidence, next mutual step, largest contradiction, and requested coaching.
Pipeline Health Checks
Review stage aging, close-date movement, pipeline source, concentration, stakeholder coverage, future activities, and disqualification rate. These are prompts for investigation, not universal targets. Interpret them against cycle length, segment, territory, and company definitions.
Coaching Questions
- What changed since the last review?
- Which statement is a fact and which is a seller hypothesis?
- What evidence supports the stage and close date?
- Who is missing from the decision?
- What would make us disqualify or downgrade?
- Which next action reduces the most uncertainty?
End With a Decision Log
Record actions, owners, due dates, forecast changes, and assistance. Begin the next review with the prior commitments. The log makes coaching inspectable and prevents the same vague conversation each week.
Use the Salesforce opportunity-management workflow to prepare clean records, the MEDDPICC scorecard to expose qualification gaps, and the AE 30-60-90 plan to install the cadence during ramp.