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?