Sales Ops Weekly Reporting Checklist

The Friday → Monday run-of-show for RevOps, in the order you actually work it

Cadence: Timed to a Monday pipeline meeting. Shift the clock times to match your own meeting slot: keep the order, it's built to catch problems before they reach the room.

A. Thursday PM: Set Up the Week's Pull

• Confirm Monday meeting attendee list, including any exec or board guests (changes what needs polishing)
• Check for holidays/PTO affecting rep activity this week: context for anomalies, not an excuse for them
• Confirm CRM fields lock for editing after Friday's freeze (no late-Friday deal backdating)

B. Friday EOD, Data Freeze & Hygiene Pass

• Freeze the CRM snapshot (export or timestamp lock), this is the single source of truth for the week
• Run a duplicate-contact / duplicate-deal report and merge or flag
• Flag deals with a close date in the past that are still marked open
• Flag deals with no next step / no next activity logged, the single biggest forecast-integrity killer
• Flag stage-vs-probability mismatches (e.g., "Verbal Commit" sitting at 30%, "Discovery" sitting at 90%)
• Confirm every closed-won deal has a signed contract or order form attached before it counts toward the number

C. Weekend: Automated Pulls (schedule these; don't hand-run them Monday morning)

• Pipeline created this week ($ and #, by rep / team / segment)
• Pipeline advanced this week (stage-to-stage movement, by rep)
• Pipeline slipped (close date pushed), with reason code and days slipped
• Closed-won and closed-lost this week, with loss reason
• Current open pipeline by stage, by rep, by close-quarter
• Forecast roll-up: Commit / Best Case / Pipeline / Closed, by rep and by team
• Rep activity metrics: dials, connects, meetings booked, meetings held, vs. weekly target
• Renewal/expansion book (if you carry it): upcoming renewals in the next 30/60/90 days with a health flag

D. Monday 7:00am: Sanity Checks (don't trust a single number until these pass)

• Coverage check: is open pipeline ≥ 3–4x remaining quarter quota, by rep and by team?
• Aging check, flag any deal sitting in the same stage more than 2x the average time-in-stage for that stage
• Concentration check, does any single deal represent more than 20% of a rep's forecast? Flag it for scrutiny
• New-logo vs. expansion mix check: does the ratio still match plan, or has the team quietly drifted toward easier expansion deals to protect the number?
• Activity-vs-outcome check, cross-reference reps with low activity against their forecast commitments; a rep can't safely commit deals they aren't creating pipeline behind
• Multi-threading check, spot-check the top 10 forecasted deals for number of contacts engaged; single-threaded "Commit" deals are a leading indicator of slippage

E. Monday 8:00am: Flag & Escalate

• Build the Red Flag list: deals marked Commit that fail two or more of the checks in section D
• Build the Needs Manager Attention list: reps whose activity or pipeline-creation is trending below what's needed to hit next quarter
• Note any rep who has not updated a forecasted deal in 7+ days
• Note any deal whose close date has slipped more than once this quarter
• Draft a one-line reason for each flag: not "this looks wrong," but why it looks wrong

F. Monday, Pre-Meeting, Package & Distribute

• One-page pipeline summary: this week vs. last week vs. same week last quarter
• Forecast roll-up table by rep and team, with variance to plan called out explicitly
• Red-flag list sent to managers before the meeting, with an owner and a recommended action on each line: never read cold in the room
• Pre-read distributed 60–90 minutes ahead so managers walk in briefed, not surprised

G. In the Meeting, Run-of-Show

• 1. Headline number: total forecast vs. plan, one sentence
• 2. Movement since last week: created / advanced / slipped / closed
• 3. Coverage ratio by team, named explicitly if below threshold
• 4. Red flags, one at a time, owner responds live
• 5. Activity trend vs. target, the leading-indicator check (see the Leading vs Lagging Indicator Framework)
• 6. Renewals/expansion at risk in the next 30 days
• 7. Actions and owners captured live, never "we'll follow up offline"