gabrielmoreira Sales Pipeline Management
Core Workflow
- Identify the sales motion, ACV, cycle length, buyer type, CRM, team roles, and forecast cadence.
- Map actual buyer/seller behavior into pipeline stages with clear entry and exit criteria.
- Define qualification standards: fit, pain, urgency, authority, budget/value, process, risk, and next step.
- Audit pipeline health by stage conversion, aging, next steps, close dates, coverage, source, deal size, and forecast category.
- Separate pipeline creation, pipeline progression, forecast inspection, and coaching.
- Produce CRM changes only when they reduce ambiguity or improve decision quality.
Freshness Rule
Verify current CRM documentation before recommending platform-specific field names, forecasting behavior, AI scoring features, automation rules, or dashboard configuration. Keep strategic pipeline design separate from vendor UI details.
Operating Principles
- Stage names should describe verifiable deal progress, not seller optimism.
- Every open opportunity needs a real next step, owner, buyer contact, close rationale, and risk note.
- Forecasts should distinguish committed deals from upside and early-stage pipeline.
- Pipeline reviews should coach deal strategy and inspect data quality, not become status theater.
- Metrics should surface bottlenecks by segment, channel, rep, stage, and source.
Deliverable Shape
- Current pipeline diagnosis
- Recommended stage model
- Entry/exit criteria
- Required CRM fields
- Forecast and review cadence
- Dashboard metrics
- Coaching questions
- Cleanup actions
References
- Read
references/pipeline-management-checklist.mdwhen designing, auditing, or cleaning a sales pipeline.