Pipeline Review Scorecard

Use this scorecard during weekly pipeline review meetings to evaluate deal health consistently across the team. It replaces subjective gut-feel forecasting with a standardized scoring system that gives leadership reliable commit numbers and surfaces at-risk deals before they slip.

Pipeline Review Meeting Structure

Frequency: Weekly, same day/time every week Duration: 45-60 minutes Attendees: Sales manager, AEs with active pipeline, RevOps (optional: VP Sales for monthly deep dive)

Agenda:

Time	Activity
0-5 min	Pipeline snapshot: total qualified pipeline, coverage ratio, new opps this week
5-35 min	Deal-by-deal review (focus on Commit and Best Case deals)
35-45 min	At-risk deal action plans
45-50 min	Next week’s priorities and asks

Deal Scoring Criteria

Score each opportunity on 6 dimensions using a 1-5 scale. Total possible score: 30.

1. Champion Strength (1-5)

Score	Criteria
5	Champion is actively selling internally, has shared the internal evaluation timeline, and has introduced you to the economic buyer
4	Champion is engaged, responds within 24 hours, and has confirmed the evaluation process
3	Champion attends meetings and answers questions but does not proactively advance the deal
2	Contact is responsive but has no internal influence or is not the right person
1	No identified champion, or champion has gone silent for 10+ days

2. Economic Buyer Access (1-5)

Score	Criteria
5	Economic buyer has attended a meeting and expressed support
4	Economic buyer is aware of the evaluation and has approved next steps
3	Champion confirms who the economic buyer is and believes they will support
2	Economic buyer is identified but not yet engaged
1	Economic buyer is unknown or champion is unable to provide access

3. Decision Timeline (1-5)

Score	Criteria
5	Signed mutual action plan with specific dates for each step. Contract deadline confirmed by economic buyer.
4	Verbal close date confirmed by champion. Key milestones (security review, legal review, budget approval) have dates.
3	General timeline communicated (“this quarter”) but no specific milestone dates.
2	Prospect says “no rush” or “we’ll get to it when we can.”
1	No timeline discussed, or previous timeline has already slipped.

4. Compelling Event (1-5)

Score	Criteria
5	Hard deadline: contract renewal, board mandate, compliance requirement, or system end-of-life with a specific date
4	Strong business driver: new initiative launching, team doubling, entering new market
3	Pain is acknowledged but no specific event forcing action
2	Problem exists but they have a workaround
1	No identified reason to act now versus 6 months from now

5. Technical Fit (1-5)

Score	Criteria
5	Completed technical validation (POC, pilot, or sandbox evaluation). Technical team has signed off.
4	Demo completed. Prospect confirmed the product meets core requirements. Integration requirements are clear.
3	Discovery completed. Requirements are mapped. No major red flags but no technical validation yet.
2	Initial demo done but key questions remain (integrations, data model, security).
1	No discovery completed or significant technical gaps identified.

6. Competitive Position (1-5)

Score	Criteria
5	We are the only vendor being evaluated, or finalist confirmed
4	Multi-vendor eval but champion has indicated we are preferred
3	Multi-vendor eval, unclear where we stand
2	Competitor is incumbent or has an existing relationship
1	Competitor is preferred or we are a column filler

Scorecard Template

Opportunity	Amount	Stage	Close Date	Champion	Buyer	Timeline	Event	Tech Fit	Competition	Total (/30)	Forecast Category
{{deal}}	${{X}}	S3	{{date}}	/5	/5	/5	/5	/5	/5	/30
{{deal}}	${{X}}	S4	{{date}}	/5	/5	/5	/5	/5	/5	/30

Forecast Category Assignment

Total Score	Category	Definition
25-30	Commit	Will close this quarter with > 90% confidence. All criteria verified.
20-24	Best Case	Strong deal, likely to close, but 1-2 dimensions need strengthening.
15-19	Pipeline	Active evaluation, but too many unknowns for a forecast.
10-14	Early Stage	Discovery phase. Not ready for forecast inclusion.
Below 10	At Risk	Stalled or missing critical elements. Needs intervention or disqualification.

Deal Review Questions (Per Opportunity)

Use these questions during the review to pressure-test each deal:

Champion & Authority:

• “When did you last speak to the champion? What did they tell you about internal progress?”
• “Has the economic buyer confirmed the budget exists for this quarter?”
• “Who else is involved in the decision? Have you spoken with them?”

Timeline & Event:

• “What happens if they do not buy this quarter? What is the cost of inaction?”
• “Have any dates slipped since last week? Why?”
• “Is there a signed mutual action plan? Can you screen-share it?”

Competition:

• “Who else are they evaluating? How do you know?”
• “What did they say when you asked about their decision criteria?”

Next Steps:

• “What is the literal next step, and when is it scheduled?”
• “What could cause this deal to slip? What are you doing to prevent it?”

Pipeline Health Metrics

Track these aggregate metrics across the full pipeline each week:

Metric	This Week	Last Week	Trend
Total Qualified Pipeline ($)
Pipeline Coverage (vs. Quota)
Commit Total ($)
Best Case Total ($)
Average Deal Score (all opps)
Deals that moved forward (stage)
Deals that moved backward (stage)
New pipeline added ($)
Pipeline churned (lost/disqualified) ($)

Pipe this data into your GTM metrics dashboard for automated weekly snapshots.

Post-Review Action Items Template

Deal	Issue Identified	Action Required	Owner	Due Date
{{deal}}	No economic buyer access	Champion to schedule intro call	AE: {{name}}	{{date}}
{{deal}}	Timeline slipped 2 weeks	Send mutual action plan with updated dates	AE: {{name}}	{{date}}

Review action item completion at the start of next week’s meeting — do not let items carry over more than one week. Use your workflow automation to create reminders automatically from CRM stage changes.

How to Customize

• For enterprise sales teams (6+ month cycles), add a “Procurement & Legal” scoring dimension (1-5) that tracks MSA status, security review completion, and procurement process clarity. These are the stages where enterprise deals die silently.
• For high-velocity sales teams (< 30 day cycles), simplify to 4 dimensions: Champion, Timeline, Technical Fit, and Competition. Remove Economic Buyer Access and Compelling Event since they add overhead without improving forecast accuracy at shorter cycle lengths.
• Calibrate scores quarterly. Pull historical data on deals that scored 25-30 but did not close. Identify which dimension was the false positive and tighten the scoring criteria for that dimension. Your analytics system should track score-to-outcome correlation over time.