# Sales Ops Weekly Reporting Checklist

> The Friday-to-Monday run-of-show for RevOps: every data pull, sanity check, and escalation flag needed before the pipeline meeting starts, laid out in the order you actually work it.

Free checklist for sales managers. Topic: [Metrics, Analytics & RevOps](https://www.peerlab.ai/library/topic/metrics-analytics-revops/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/sales-ops-weekly-reporting-checklist/

## How to use it

Run it top to bottom every week as-is; the section order is the actual sequence of a Thursday-to-Monday reporting cycle, so skipping ahead defeats the sanity checks that catch bad forecasts before they reach leadership.

## What's inside

- Thursday PM setup pass (attendee list, PTO context, CRM edit lock)
- Friday EOD data-freeze and hygiene checks (duplicates, stale close dates, missing next steps)
- Weekend automated pulls (pipeline created/advanced/slipped/closed, forecast roll-up, activity metrics)
- Monday 7am sanity checks (coverage ratio, deal aging, concentration risk, new-logo vs. expansion mix)
- Monday 8am red-flag and escalation list build
- Pre-meeting package and 90-minutes-ahead distribution rule
- In-meeting 7-step run-of-show agenda
- Multi-threading and single-threaded-deal spot check on top 10 forecasted deals

### 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.

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## 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"