Weekly pipeline review template
A pipeline review is most useful when it compares this week with last week. The total matters less than what changed.
What to compare every week
| Check | Why it matters |
|---|---|
| Close dates that moved out | Slips are often an early sign a forecast is wrong |
| Deals with no update in 14+ days | Stalled deals inflate coverage |
| Amounts that went down | Discounting or scope cuts often show up here first |
| Stages that moved backwards | Often a sign of a lost champion or a new decision-maker |
| New deals added | Is the top of the funnel keeping up? |
| Coverage per rep (pipeline / quota this quarter) | Many teams aim for about 3x; well under that usually means a rep needs pipeline help |
Template
Week of <date>
Team commit this month: $___ (last week $___)
Slipped: <count> Stalled 14+d: <count> Shrunk: <count> Moved back: <count>
Per rep: name | pipeline this quarter | coverage | slipped | stalled
Top 3 deals to discuss in 1:1s:How to run it in 20 minutes
- Export open deals (rep, deal, amount, stage, close date, last activity) this week and keep last week's export.
- Fill in the counts above by comparing the two.
- Pick the 3 deals per rep that changed most, and put them in that rep's 1:1. For the 1:1 itself, use our sales 1:1 agenda template.
Skip the spreadsheet
Monday Brief does this comparison for you from HubSpot or Pipedrive and emails it each Monday. Paste a CSV for a free sample brief or start a 14-day free trial.