Pipeline Hygiene

Audit the deals sitting in the active pipeline right now - stale deals, close-date push anomalies, missing forecast-critical fields - and turn the findings into an exception list with one disposition decision per flagged deal, a remediation and communication plan, and a measurable pass threshold. Ownership is split three ways, not shared (ORM):

• RevOps owns the definitions, the snapshot, the automation, and the pre-published data package.
• The front-line manager owns the per-deal disposition and the coaching conversation.
• The rep owns the update and the evidence.

The split is what removes the argument - the manager arrives holding specific records that failed specific rules, not a general complaint. Splitting it the other way produces meetings that run on time and change nothing.

The audit's load-bearing definitional choice comes first: meaningful activity means a change to Stage, Close Date, or Amount - not logged calls or emails (ORM). Logged touches are activity in the CRM sense, but they do not indicate the deal moved, so a rule built on them can be satisfied without any progression - which is exactly how stale pipeline survives review after review. This is a live practitioner disagreement (many tools key on last-activity date); default to the field-change definition and use last-activity as a second, independent trigger - together, never interchangeably.

Scope Boundaries

State these in the deliverable so the audit does not drift: