CRM Hygiene Playbook Skill

When to Use

• Preparing for pipeline inspections or forecast calls.
• Auditing data quality before exec reviews or board decks.
• Coaching reps on consistent CRM updates.

Framework

1. Stage Definitions – document entry/exit criteria and mandatory fields for each stage.
2. Data Completeness – ensure next steps, close dates, contacts, and products are filled.
3. Aging Thresholds – define acceptable days-in-stage and automatic escalation triggers.
4. Exception Handling – outline how to request overrides or re-open closed deals.
5. Monitoring – schedule hygiene dashboards + alerts for missing data.

Templates

• Stage checklist (fields + approvers per stage).
• Hygiene scorecard for reps/managers.
• Escalation request form for data overrides.

Tips

• Automate reminders for missing next steps or overdue close dates.
• Pair with forecasting enablement to keep assumptions grounded.
• Share hygiene scores transparently to drive accountability.

Deal Review Framework Skill

When to Use

• Preparing for forecast calls or executive deal reviews.
• Coaching reps on qualification, mutual action plans, or competitive positioning.
• Validating whether key deals deserve exec/CS/partner resources.

Framework

1. Qualification Pulse – confirm MEDDIC/BANT elements, economic buyer access, and champion strength.
2. Stakeholder Map – document buying committee roles, influencers, and gaps.
3. Mutual Action Plan – outline critical path milestones, owners, and risk mitigations.
4. Competitive/Value Story – identify differentiators, landmines, and proof required.
5. Next Actions – lock committed next steps, deadlines, and owners directly in CRM.

Templates

• Deal review worksheet (qualification, risks, next steps).
• Mutual action plan table with milestones and RACI.
• Competitive battlecard snippet for in-call reference.

Tips

• Capture notes directly in CRM to keep pipeline data aligned with conversations.
• Invite cross-functional partners (SE, CS, exec sponsor) when blockers require their involvement.
• Pair with forecast-discipline to ensure inspection outcomes feed into commit grading.

Forecast Discipline Guide Skill

When to Use

• Running weekly/monthly forecast calls.
• Coaching managers on commit/best case criteria.
• Aligning go-to-market teams on inspection processes.

Framework

1. Forecast Tiers – define commit, best case, pipeline, upside with clear exit criteria.
2. Grading Rubric – outline inspection questions and data required for each tier.
3. Cadence – schedule prep steps, live inspections, and follow-up check-ins.
4. Accountability – log actions, approvals, and exceptions tied to each commit change.
5. Continuous Improvement – review accuracy vs actuals, adjust rubric/cadence quarterly.

Templates

• Forecast call agenda + checklist.
• Commit change request form.
• Accuracy retro template with action items.
• GTM Agents Inspection Worksheet – standardized questions (deal health, decision process, paper process, risk plan) @puerto/README.md#244-271.
• KPI Guardrail Sheet – pipeline coverage, conversion %, slip rate with alert thresholds.
• Escalation Memo Template – summary for Chief Strategy Officer when forecast misses guardrails.

Tips

• Keep commit changes transparent and documented.
• Incorporate MEDDIC/BANT prompts into inspection scripts.
• Pair with CRM hygiene dashboards to ensure data supports forecast claims.
• Mirror GTM Agents cadence: Monday management prep, Tuesday deal desk sync, Thursday exec forecast call.
• Require written rationale for any commit movement >5% week over week.
• If g

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