Review sales pipeline
Audience
Sales leads, founders, anyone who reviews the open pipeline weekly.
A weekly 15-minute pipeline review keeps stuck deals from rotting. BOS makes it a chat-driven walk-through instead of an Excel export.
The cadence
Set aside 15 minutes once a week — Monday or Friday work well. Block the time on your calendar and do it consistently.
Step-by-step
1. Snapshot — value and probability
Open Chat → Sales:
Pipeline value by stage right now? Weighted and unweighted.You get a stage-by-stage breakdown with both raw and probability-weighted values. Compare against last week's number — is the weighted total up, down, or flat?
If it's flat or down for several weeks, the pipeline is leaking. Dig deeper.
2. Stuck deals
Which deals have been in their current stage longer than the median
time-in-stage? Show me their last activity date.Each stuck deal needs a decision: push, downgrade probability, or kill.
| Action | When |
|---|---|
| Push | The deal is real but has not had recent contact — call the prospect this week |
| Downgrade probability | The deal looks less likely than the stage implies; move it back a stage |
| Mark lost | The customer has gone dark or chose someone else; mark it lost and capture the reason |
Don't leave stuck deals stuck. The pipeline is misleading if every stage contains old corpses.
3. Top-of-funnel health
Switch to Marketing tab:
How many new leads came in this week, by source? Last 4 weeks side
by side.Looking for:
- Are inbound leads holding steady week-over-week?
- Is one source surging or dying?
- Is a source we paid for (LinkedIn Ads, etc.) returning enough leads?
If a paid source is weak, talk to the marketing lead about whether to re-spend.
4. Conversion check
Sales tab:
Conversion rate from Qualified to Won, last 4 quarters?A trend of declining conversion is the early indicator of a positioning or pricing problem. A trend of improving conversion is great news but also a signal to invest more in the working channel.
5. Concentration risk
Top 5 deals by value in the open pipeline. Are we over-indexed on
any one customer or industry?If 50% of pipeline value sits in 2 deals, a slip on either is going to ruin the quarter. Diversify by following up harder on the next tier.
6. Write down the actions
End the review with a short list of things to do this week:
- "Push Acme by calling on Tuesday"
- "Mark Gamma lost, document the reason"
- "Try a different ad creative on LinkedIn"
- "Drop Beta's probability from 50% to 25%"
You can put these as activities in PLANA Business Cloud → CRM so they show up in the relevant deal record.
What to escalate
A material decline in pipeline value, in conversion rate, or in lead flow merits a conversation with the whole team. The early warning signals show up in this review well before they show up in the financial reports.
A monthly variant
Once a month, ask the Sales agent the longer-horizon questions:
- "Win rate by deal size — are we winning more small or more large deals?"
- "Average deal cycle length — is it growing?"
- "Customer concentration — top 5 customers as % of revenue YTD"
These don't change much week-to-week but the monthly snapshot tells you whether the business is structurally healthy.