Pipeline follow-up tracker
Notice when a deal's next step has stalled and hand the rep one specific action, not another report on how the quarter is going.
Tools
Clari, Salesforce, Salesloft, Outreach
Outcomes
No next step without a date • Stalled deals listed the week they stall • One action per alert, not a report • Reps work their own list
Documentation
Instruction-ready detail below
A deal marked next step as call in Thursday has not moved in a month, and the rep finds out while reviewing their own list at the end of the quarter. This workflow watches the next step rather than the deal. Each opportunity is checked for a recorded action with an owner and a date, and for activity that matches what that step promised: an email sent, a meeting held, a document shared. Where the two disagree, the deal is listed as stalled, with the specific step that was missed and the date it was due. Reps receive their own list, short enough to work through, with one suggested action per deal rather than a dashboard describing the quarter. A step that is deliberately paused is marked paused with a review date, so a real decision not to work a deal is not reported back as neglect. Slipped close dates are checked against the same record, which is usually where the disagreement between a rep and a forecast turns out to live. A human still decides which stalled deals deserve another push and which should be closed out.