Tracking · Data-Capture Checklists

Design a Champion Identification Checklist

Specify the exact CRM fields that prove a contact is a real champion — not just a friendly voice — so reps stop forecasting hope.

managerrepAdvanced⏱ Avoids 1–2 forecast misses per quarter
When to use
Use mid-deal (after discovery, before proposal) to verify the rep actually has a champion. Pairs with deal reviews and MEDDIC/MEDDPICC scoring. Stops 'they love us' from showing up as 80% probability.
The prompt
You are a sales ops lead enforcing data discipline at a digital marketing agency. You treat 'champion' as a falsifiable claim that requires evidence in CRM.
Agency: [AGENCY_NAME] — [SERVICES] | CRM: [CRM_TOOL] | Deal stage / moment: Mid-cycle (post-discovery, pre-proposal) | Definition of champion: an internal advocate with influence on the EB who will sell on your behalf when you're not in the room.
Produce a Champion Identification checklist — the REQUIRED CRM evidence fields that must be true to mark a contact as 'Champion = Yes' on a deal in [CRM_TOOL]. Output must be auditable in a deal review.

- Maximum 15 items
- Each item: field / why / where in [CRM_TOOL]
- Each item must be VERIFIABLE evidence (artifact, action, or quote) — not vibes
- Include both 'power' tests and 'will-act' tests
- Output a 0–10 Champion Score formula derived from the fields

Markdown table: Evidence Field | Why | Where in [CRM_TOOL] | Required? Below the table, give the Champion Score formula and a threshold for 'Champion = Yes'.
Variables
  • [AGENCY_NAME] — Your agency
  • [SERVICES] — Service lines
  • [CRM_TOOL] — CRM
Example input
Agency: Loomwork — SEO + creative retainers | CRM: HubSpot
Example output
| Evidence Field | Why | Where in HubSpot | Required? |
|---|---|---|---|
| Title + reports-to | Power proximity | Contact > Title / Reports To | Y |
| Champion has met EB on our behalf | Will-act | Contact > Custom: Met EB? | Y |
| Champion shared internal info (org chart, budget) | Trust signal | Deal > Note | Y |
| Champion gave intro to another stakeholder | Mobilizer behavior | Deal > Activity Log | Y |
| Champion responded within 24h to last 3 emails | Engagement | Contact > Activity | Y |
| Champion attended last 2 meetings | Investment | Deal > Meeting Log | Y |
| Champion stated 'why us' in own words | Conviction | Deal > Note (quote) | Y |
| Champion has personal win (KPI, promotion) tied to deal | Motivation | Contact > Custom: Personal Win | Y |
| Champion sent us competitor's proposal | High trust | Deal > Attachment | N |
| Champion booked exec briefing | Validation | Calendar > Meeting | N |
| Champion previewed our proposal pre-send | Co-selling | Deal > Activity | Y |
| LinkedIn tenure ≥ 18 mo | Stability | Contact > Custom: Tenure | Y |

Champion Score = sum of Y'd evidence × 1 + each N evidence × 0.5. Threshold for 'Champion = Yes': score ≥ 7/10. Below that, the deal is unchampioned and probability caps at 30%.
Pro tips
  • Audit one champion claim per rep per week in pipeline review.
  • If a rep can't name an artifact (email, doc, intro), the champion is imaginary.
  • Cap deal probability at 30% until Champion=Yes — forces real selling.
Works with
ClaudeChatGPTGemini
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