# Weekly Sales Pipeline Review Agenda

**Duration:** 30 minutes  |  **Cadence:** Every Monday, same time  |  **Attendees:** Sales manager + rep (1:1)

Licence: Free to use commercially. Adapt freely — attribution to Nightingale Software appreciated but not required.

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## 0–2 min · Frame the ritual
- Confirm the CRM is on screen (not a spreadsheet).
- State the goal out loud: "Move deals that meet the next-stage exit criterion. Push or nurture the rest."

## 2–10 min · Walk the pipeline top-down
For each open deal, in stage order:
1. Read the deal name, value and close date.
2. Read the exit criterion for the CURRENT stage.
3. Ask: does the deal meet the exit criterion for the NEXT stage?
   - Yes → advance stage, update close date if needed.
   - No → identify the missing exit criterion, name the next customer commitment.

## 10–20 min · Slip check
- List any deal whose close date has slipped from the previous review.
- Any deal that has slipped two weeks in a row **without** a specific customer-side reason (procurement queue, board meeting, budget cycle) moves to nurture.
- No exceptions. This is the rule that keeps the forecast honest.

## 20–25 min · Next customer commitments
- For every remaining deal, name the next CUSTOMER commitment (not the rep commitment).
- Any deal without a next customer commitment gets one this week, or moves to nurture.

## 25–30 min · Forecast total
- Read the weighted forecast total off the CRM (sum of value × stage probability).
- Do NOT discuss individual deals here — just the number.
- Compare against previous week and quarter target.
- End on time.

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## Stage exit criteria (edit these to match your process)

| Stage | Exit criterion for moving to the NEXT stage |
|---|---|
| Prospect | Named contact + validated fit (industry, size, need) |
| Discovery | Mutual action plan agreed + named economic buyer |
| Proposal | Written pricing delivered + evaluation criteria confirmed |
| Negotiation | Redlines received or verbal agreement to price |
| Closed–Won | Signed order form + invoice raised |

## Rules that make this ritual work
1. Same time every Monday. Never skip.
2. Under 30 minutes. Cap the discussion, not the deal count.
3. CRM is the source. If it's not in the CRM, it doesn't count.
4. Two slip weeks = nurture. No exceptions.
5. Every deal has a next customer commitment.