pipeline-reviewlisted

# Pipeline Review ## Purpose Turn the full open pipeline into four artifacts: an honest coverage verdict against quota, a stage-distribution read (where deals are bunched and why that's a risk), an aging/stalled list, and a ranked "work this first" plan the AE can execute today. ## Inputs - The open pipeline: deal name, amount, stage, close date, last activity date, next step - The quota/target for the period and how much is already closed-won (the gap) - The period length (month/quarter) and average sales-cycle length, if known ## Method 1. **Coverage ratio.** Sum open pipeline amount for deals closing in the period. Divide by the remaining gap (`quota − closed-won`). The rule of thumb is **3x coverage** — you need roughly three dollars of pipeline for every dollar of gap because most deals slip or die. Caveats that change the number: - 3x assumes a ~33% win rate. If your real win rate is 50%, 2x is fine; at 20%, you need 5x. **Use your actual win rate, not the rule of thumb, whenever you have it.** - Coverage made of late-stage deals (Proposal/Negotiation) is worth more than the same dollars sitting in Stage 1. Report **weighted coverage too**: sum (amount × stage win rate). A 3x that's all early-stage is a red flag, not safety. - Only count deals whose close date is actually inside the period. A 4x that's stuffed with deals closing next quarter is fake coverage. 2. **Stage distribution.** Bucket deal count and dollars by stage. Di