How to run a sales pipeline review
The short answer
Start with coverage against target, then review the deals that matter most. For each, ask for evidence from the buyer, check qualification gaps such as the economic buyer or paper process, and agree a dated next step. Handle stalled deals separately and keep the review weekly and short.
Step by step
- 1
Check coverage
Pipeline value against target, by stage.
- 2
Pick the deals to discuss
Largest, closing soonest or most at risk.
- 3
Ask for evidence
What did the buyer actually say or do?
- 4
Find gaps
Use your qualification framework, such as MEDDPICC, to spot what's missing.
- 5
Agree next steps
Every deal leaves with a dated next step and owner.
Common mistakes
- Accepting the rep's opinion without evidence.
- Reviewing every deal at the same depth.
- Mixing coaching with forecasting so neither works.
Acta fills MEDDPICC and other sales framework reports from each call, so reviews start from what buyers actually said.
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How often should you review the pipeline?
Weekly with each rep or team, for 30 to 60 minutes.
What is the difference between a pipeline review and a forecast call?
A pipeline review checks deal health and next steps; a forecast call agrees what will close this period.