Audit slipped close dates in the CRM before the monthly executive forecast call

• Open the primary CRM pipeline view and filter for open deals with close dates set in the past.
• Export the filtered list of stale deals into a spreadsheet.
• Cross-reference each deal with recent activity history or notes to check the last actual touchpoint.
• Slack or email individual account executives to ask for updated close dates and deal health status.
• Wait for responses, manually update the close dates and forecast categories in the CRM based on replies, and recalculate the summary totals.

Chasing reps for updates on deals that have already slipped past their close dates, only to find out nobody has spoken to the buyer in weeks.

1. You

   1. Prepare the slipped-deal data

   Export open deals with past close dates, current forecast categories, recent activity, and owner names from the CRM. Provide the export and any relevant account notes to the AI for analysis.

2. AI

   2. Assess deal staleness and evidence

   For each deal, summarize the last meaningful buyer activity, identify missing or conflicting information, and group deals by likely status such as active, stalled, or unsupported. Do not treat a lack of logged activity as proof that the deal is dead.

3. AI

   3. Draft rep follow-ups and proposed changes

   Create a targeted message for each account executive and propose a close date, forecast category, or exception status only where the available evidence supports it. Flag deals that require a rep response before any CRM change is made.

4. You

   4. Decide the forecast treatment

   Review the evidence and rep responses, then decide whether each deal should receive a new close date and category, remain outside the forecast, or be escalated for leadership attention. This decision determines which opportunities affect the executive forecast and which remain exceptions.

5. AI

   5. Produce the approved update batch

   Turn the human-approved decisions into a CRM update table with deal ID, new close date, forecast category, rationale, and unresolved questions. Keep no-response and weak-evidence deals in a separate exception list rather than inventing values.

6. You

   6. Update the CRM and finalize the review

   Apply the approved changes in the CRM, recalculate the forecast totals, and attach the exception list to the executive forecast materials. Confirm that every past-due deal has either a documented disposition or a named follow-up owner.

• Research an incoming company and its decision makers before a first sales meeting
• Reviewing a new sales rep's practice pitch against the team's call criteria before letting them talk to real prospects
• Review the sales pipeline before the weekly team meeting to find deals that haven't moved stages and figure out why.