How to Conduct Pipeline Review Meetings

Pipeline review meetings are essential for tracking deal progress, identifying risks, and keeping sales performance on target. TeamGram CRM makes these sessions more productive with tools to spot red flags, review updates, and log action items efficiently.

A pipeline review meeting is a regular check-in—between a sales manager and an account executive—to evaluate the current status of sales opportunities. It’s a key part of maintaining a healthy pipeline and driving consistent sales performance.

Why Pipeline Review Meetings Matter

These meetings serve several important purposes:

  • Track Progress: Monitor how opportunities are moving through each stage of the pipeline.
  • Identify Risks: Spot stuck, neglected, or at-risk opportunities before they go cold.
  • Forecast Revenue: Estimate expected revenue based on the current pipeline.
  • Allocate Resources: Prioritize support for high-value or slow-moving deals.
  • Coach and Strategize: Provide feedback, adjust tactics, and improve performance.

Common Topics Discussed

  • Opportunities that are at risk or delayed
  • Opportunities likely to close soon
  • New opportunities recently added to the pipeline
  • Pipeline stages experiencing bottlenecks
  • Completed and upcoming activities (calls, meetings, follow-ups)
  • Performance vs. individual and team targets

Meeting Frequency

Pipeline reviews are typically held weekly or biweekly, depending on the team’s sales velocity.

How to Run a Pipeline Review Meeting Using TeamGram CRM

Before the Meeting

  1. Review Notes from the Last Meeting: Start by reading the note from the previous review to track follow-up items.
  2. Filter the Pipeline: Narrow the view to show only the account executive’s opportunities.
  3. Look for Red Flags: Pay attention to stuck or neglected deals (use update dates, color cues, and stage duration).
  4. Dive Into Opportunities: Click each one to read notes, see recent interactions, and review submitted quotes.
  5. Check the Pipeline Dashboard: Filter it by the account executive and compare their metrics with the rest of the team.

During the Meeting

  • Discuss each active opportunity and its current status
  • Address any issues or delays
  • Talk about strategy, next steps, and overall pipeline health

After the Meeting

  • Summarize the Discussion: Create a note summarizing key points and tag it for easy reference. Remember to restrict access to the note if necessary.
  • Log Action Items: Add activities or tasks for any agreed next steps.
  • Optional: Use a custom form to standardize meeting notes and track issues discussed.

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