Sales forecast review meeting agenda

A forecast review works best when it asks what changed since last week, not just what the total is. This agenda keeps the call to about 30 minutes.

The 30-minute agenda

  1. Commit vs last week (5 min). What's the team commit for the month, and how did it move? List the deals that came in or dropped out.
  2. Slipped close dates (8 min). Which deals in commit or best case moved their close date out? For each: what changed, and is the new date backed by a buyer action?
  3. Stalled deals (5 min). Deals with no update in 14+ days. Should they stay in the forecast?
  4. Shrunk or moved-back deals (5 min). Amounts that went down and stages that went backwards. Does the forecast still reflect them?
  5. Coverage per rep (4 min). Pipeline this quarter divided by quota. Who needs help building pipeline?
  6. Decisions and owners (3 min). What changes in the forecast, and who does what before next week?

Copy-paste version

Forecast review - week of <date>
Commit this month: $___ (last week $___)  Change: in ___ / out ___
Slipped (deal, rep, old date -> new date, buyer action behind new date):
Stalled 14+ days (deal, rep, keep / remove from forecast):
Shrunk / moved back (deal, from -> to, forecast impact):
Coverage per rep (pipeline this quarter / quota):
Decisions and owners:

Questions that work

  • "What did the buyer do that makes this date real?"
  • "If this slips again, what's the reason likely to be?"
  • "What would have to be true to move this from best case to commit?"

Before the call

Run a quick weekly pipeline review to get the numbers, and carry the open items into each rep's sales 1:1 agenda.

Get the numbers ready automatically

Monday Brief connects to HubSpot or Pipedrive and emails you commit vs last week, slipped, stalled and shrunk deals, and coverage per rep each Monday morning. Try a free sample brief from a CSV or start a 14-day free trial.