Set a Pipeline Review Cadence
A cadence for stages, risks, owners, and next actions.
Set the scope
Set a Pipeline Review Cadence starts with a written boundary. Name the event, the source, the owner, the evidence, and the point where the work must stop.
The main risk is that a review can report volume without ownership. Record the source and time before changing a status.
Capture the evidence
A usable record includes opportunity, stage, value, risk, owner, and next action. Keep the source beside the record so another reviewer can reconstruct what happened.
The sales operations lead confirms the decision or exception. The support role can assemble the view, check definitions, and route risks, but should not fill a gap with an assumption.
Separate preparation from judgment
Decisions about forecast and deal decisions remain with the authorized owner. Use three labels: proceed, pause for missing evidence, and escalate.
Apply the labels to real examples. The record should show the current state and the next owner.
Run the review
Review stage changes, aging, and missing next actions. Sort by age, owner, and exception reason.
For example, a deal stays in the same stage for a month. Record what evidence was available and who owned the next step.
Pilot one workflow
Start with one segment. Test the checklist on a small batch and review exceptions with the owner.
Expand only after the workflow produces a reviewable record and a predictable review rhythm.
Related GTM guides
Frequently asked questions
What should stay with the accountable owner for pipeline reviews?
Decisions about forecast and deal decisions and any exception outside the written rule stay with the authorized owner.
What should the support role record?
The approved action, source evidence, current status, exception, and next owner.