Sales Pipeline Audit

Fix the deal, or fix the process

Purpose: Decide what changes for each stalled deal, then tell a genuine process gap apart from a single rep’s bad quarter.
Inputs: The classified stalled deals from Name why deals stall
Method: Give each deal one action: book a next step, multi-thread, requalify, disqualify and reclaim the rep’s time, or escalate
Look across the decisions for the same cause recurring across deals, reps, or months
For a pattern, fix cheapest first: the stage definition, the gate, who owns the queue, or the incentive — automation only once those fail
Write a reversal line for every decision, deal-level and process-level alike
Output: A decision and a reversal line for every stalled deal, and any process fix the pattern calls for.
Data: CRM Spreadsheets and interviews

The reasoning behind this one capability, with a worked example.