T58 Pipeline hygiene review
Pipeline hygiene review
A pre-forecast check of every open opportunity against Pipeline Partners' hygiene rules, so reps fix what they can before the forecast call. Internal document for the RevOps consultant and sales managers. Pipeline as of Wednesday, Sep 23, 2026.
Sample template: the firm, people, clients and figures are fictional, and the embedded view holds synthetic sample records.
Live example from the Dashboards app, shown with Pinebrook Solar's demo data.
Hygiene rules
| Rule | Applies from | Check | Current violations |
|---|---|---|---|
| Deal value is set | Qualified stage onward | Deal value field is not blank | 0 |
| Decision criteria is recorded | Proposal stage onward | Decision criteria field is not blank | 0 |
| Next step date is not in the past | Any open stage | Next step date is today or later | 3 |
| Probability matches the stage band | Any open stage | New 10, Qualified 20 to 25, Discovery 30 to 35, Proposal 40 to 60, Negotiation 70 to 80 | 1 |
Open pipeline
Sorted by next step date, this is the same list reps work from between forecast calls. Columns beyond what is shown here include Primary contact, Service and Decision criteria.
flowchart LR
New["New / Probability 10"] -->|Qualifying call held| Qualified["Qualified / Deal value set"]
Qualified -->|Pain and budget confirmed| Discovery["Discovery / Criteria drafted"]
Discovery -->|Proposal sent| Proposal["Proposal / Criteria confirmed"]
Proposal -->|Terms agreed| Negotiation["Negotiation / Probability 70 to 80"]
Negotiation -->|Signed| Won(("Won"))
Negotiation -->|Declined| Lost(("Lost"))
A deal cannot skip a stage's exit criteria to move forward. If the next step date has passed and the criteria for the current stage are not met, the deal is flagged below instead of counted at face value in the forecast.
Fix it, by rep
Forecast caveat
Beacon team training ($10,000), Harbor Lane managed SEO ($30,000) and Granite Peak Insurance implementation ($52,000) carry stale next step dates as of this review. Recommendation: exclude these three from this week's committed forecast and report them separately as at risk, worth $92,000 combined at list probability. Include them again once hygiene is restored.
Why this runs before every forecast call
A probability-weighted forecast is only as good as the data behind it. A deal with a next step date three weeks in the past is not actually 30 to 35% likely to close this quarter, no matter what the stage field says. This review exists to catch that gap before the sales manager reads the number out loud to leadership, not after.
How to use this template
Duplicate this page before each forecast call. Replace these values; if a required value is missing, show Needs review instead of guessing.
| Variable | Meaning | Required |
|---|---|---|
{{review.date}} | Date the pipeline was reviewed | Required |
{{hygiene.rule_name}} | Name of each hygiene rule being checked | Required |
{{hygiene.violation_count}} | Number of current violations for each rule | Required |
{{deal.owner}} | Rep who owns each flagged deal | Required |
{{deal.fix_action}} | What the rep needs to update or confirm | Required |
{{forecast.excluded_value}} | Combined value of deals excluded from the committed forecast | Optional |
Never let a stale deal count in the committed forecast; move it to the at risk line until the next step date and stage evidence are current.