Pipeline review template
A pipeline review is about the system, not one deal. Look for stalls, thin coverage, and slippage.
Keep it to 30 minutes and focus on what is not moving.
Short answer
A pipeline review inspects the whole pipeline for health: coverage against quota, deals that moved or stalled, and forecast confidence. A good one focuses on movement, not deal count. Below is the template with the agenda, the metrics to check, and the questions that keep reps honest.
Key takeaways
- Focus on movement and stalls, not the raw count of deals.
- Check coverage (roughly 3x the quota gap) every review.
- Flag any deal with no next step or no recent activity.
- Keep it to 30 minutes and leave with owned actions.
The review agenda
Health, then action.
- Coverage: is qualified pipeline at least 3x the quota gap?
- Movement: what advanced, what slipped, what was lost this week?
- Stalled deals: which have no next step or no activity in 30-plus days?
- Forecast: what is commit vs best case, and did it change?
- Actions: the top plays for the week.
Questions that keep it honest
Focus on the stuck.
- "This deal has not moved in three weeks. What is the actual blocker?"
- "What is the next step and its date? If there is not one, why is this still open?"
- "What would have to be true for this to close this quarter?"
Generate and send this with Ardovo
You do not have to start from a blank page. Tell Rook, Ardovo's AI operator, what you need (for example, "pipeline review template") and it drafts a version grounded in your real pipeline data, personalizes it for the specific contact or deal, and can send it or attach it to the record in one step. Every template lives in one shared library, so your whole team stays on message and nothing gets rewritten from scratch.
Frequently asked questions
What is a pipeline review?
A recurring meeting that inspects the whole pipeline for health: coverage against quota, deal movement, stalled opportunities, and forecast confidence. It catches systemic problems like thin coverage or widespread slippage early.
How often should I run a pipeline review?
Weekly for most sales teams. A weekly rhythm catches stalls and slippage while there is still time to act, and it keeps reps accountable for moving deals forward rather than letting them age quietly.
What should a pipeline review focus on?
Movement and health, not deal count. Look at coverage, what advanced or slipped, deals with no next step, and forecast changes. A review that just reads the list without probing stalls does not improve outcomes.