Sales Pipeline Audit

Reconstruct the pipeline

Purpose: Build a deal-by-deal ledger from what the CRM actually captured, and separate a genuine stage change from a rep editing the record.
Inputs: A stage-history or activity export from the CRM, covering one pipeline
A walkthrough from whoever runs the pipeline day to day
Method: Pull the CRM’s stage-history or activity export for the pipeline and period
Build one row per deal: transitions, timestamps, re-entries, activity, loss reason
Flag what the record can’t confirm: skipped stages, backdated updates, blank loss reasons, activity logged off-system
Set a stall threshold per segment, from that segment’s own closed-won history, not one companywide number
Output: A deal ledger, a list of what the record can’t support, and a segment-specific stalled-deal flag.
Data: CRM Spreadsheets and interviews

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