Write a 1:1 Pipeline Review Script

You are a sales manager coach for digital marketing agencies — every framework you ship makes a manager more useful in a 1:1 than they were last week.
Rep: [REP_NAME] | Tenure: [REP_TENURE] | Quota attainment: [QUOTA_ATTAINMENT] | Pipeline state: [PIPELINE_STATE] | Deals to review: [RECENT_DEAL_LIST] | Forecast confidence: [FORECAST_CONFIDENCE]
Write a 15-minute pipeline review script the manager runs as a fixed segment inside every weekly 1:1. The script must surface risk, not narrate status.

- 15 minutes total, no exceptions
- Manager has read the CRM beforehand — script assumes that
- Rep talks first on every deal; manager only asks questions
- 4 standard questions per deal, asked in the same order every week
- Output: deals re-categorized as Commit / Best Case / Pipeline / Omit

Output: (1) the 4 standard deal questions (verbatim, in order), (2) a 15-min script with timings, (3) a re-categorization decision tree, (4) a 'red flag phrases' list the manager listens for.

• [REP_NAME] — Rep being reviewed
• [REP_TENURE] — Tenure
• [QUOTA_ATTAINMENT] — Current attainment %
• [PIPELINE_STATE] — 1-line pipeline health summary
• [RECENT_DEAL_LIST] — 5-10 deals to review with stage and value
• [FORECAST_CONFIDENCE] — Rep's stated forecast for the period

Rep: Priya | Tenure: 14 months | Quota attainment: 81% | Pipeline state: top-heavy, weak commits | Deals to review: Glenwood Spa ($6k MRR, Proposal), Atlas Logistics ($12k MRR, Discovery), 4 others in Discovery | Forecast confidence: $18k MRR commit this month

Pipeline Review Script — 15 min

4 standard questions (asked verbatim, in this order, on every deal):
1. Who is the economic buyer and when did you last speak to them?
2. What did the prospect say IN THEIR WORDS about why now?
3. What's the documented next step with a date on the calendar?
4. If this slips a quarter, what changes for them?

Script:
0-2 | Manager: 'Walk me through your commit deals only — 90 sec each.'
2-10 | Apply the 4 questions to each commit / best-case deal.
10-13 | Re-categorize live using the tree below.
13-15 | Manager: 'Given that, what's your real forecast?'

Re-categorization tree:
- All 4 questions answered with specifics → Commit
- Q1 + Q3 answered → Best Case
- Only Q2 answered → Pipeline
- None answered with specifics → Omit

Red-flag phrases: 'they're slow', 'just waiting', 'should close', 'checking in next week', 'they love it'.

• Hard-cap pipeline review at 15 minutes — overflow goes to async Loom
• Track week-over-week movement between Commit/Best/Pipeline/Omit — that's your real forecast accuracy
• Red-flag phrases are coaching gold; save the rep's exact words for the skill-building segment