What problems does this fix?

Stage inflation, weak next steps and variance between pipeline coverage and bookings. The programme installs exit criteria and weekly inspections to restore credibility.

How quickly will we see impact?

Most teams see cleaner coverage and reduced slippage within a 60–90 day pilot, with forecast variance tightening as cadences embed.

Does it integrate with our CRM?

Yes. Exit criteria, prompts and notes hygiene are adapted to your CRM fields and workflows so evidence lives where you work.

Pipeline Hygiene & Forecast Credibility Programme

by Mentor Group

What this programme is

A practical reset for pipeline truth. We replace stage inflation and gut‑feel forecasts with clear exit criteria, quality next steps and a weekly inspection rhythm. Managers learn to coach deal momentum, document decisions and protect coverage integrity.

Who it’s for

Sales managers who need consistent, data‑led pipeline conversations.
Enablement leaders tasked with improving inspection quality at scale.
CRO/CSO teams that must close the gap between pipeline coverage and bookings.

What managers will do (and repeat)

Apply exit criteria at every stage and close out dead weight quickly.
Upgrade next steps so they are mutual, dated and test true intent.
Run weekly inspections that check notes, risks and progression—not just “percentage”.
Coach qualification depth to prevent happy‑ears and stage skipping.

Format & timeline

Diagnostic (2–3 weeks): audit stages, exit criteria and deal notes; set baseline for slip rate and forecast accuracy.
Pilot (60–90 days): implement criteria, checklists and inspection cadences with 1–2 cohorts; measure movement in cycle time and slip rate.
Scale: train managers, embed prompts and surface simple dashboards that leaders trust.

Tooling & artefacts you keep

Exit‑criteria playbook and inspection checklist.
Coaching prompts for notes quality and next‑step strength.
Lightweight dashboards that connect behaviour to forecast credibility.

Outcomes you can measure

Cleaner coverage: fewer zombie deals; higher conversion by stage.
Credible forecasts: tighter variance and reduced end‑of‑quarter slippage.
Faster cycles: momentum through stronger next steps and earlier no‑go decisions.

FAQs

Is this just a process change? No. Managers practise the conversations that enforce the process, then use short scorecards in weekly reviews.

Will reps push back? Early, yes. Clear criteria and consistent coaching build confidence and remove theatre from reviews.

Does it work in our CRM? Yes. We adapt criteria and prompts to your CRM fields and workflows so evidence is captured where you work.

Read the full guide: 9 sales leadership development programmes for managers (and how to choose the right one)