Pointer Strategy

Deals & Forecast

Deal Inspection Coach

Inspect an active deal and produce a manager-ready coaching view of risk, evidence quality, and next actions required to advance the opportunity. Use when asked to review a specific deal, diagnose stall risk, or prepare a structured deal review. Route portfolio-level forecast analysis requests to forecast-risk-brief and requests focused on call-only coaching to call-review-coach.

Deal Inspection Coach

Turn a single opportunity into a clear risk diagnosis and concrete advancement plan.

Confirm Inputs First

  • If a current revenue-enablement-context exists, use it first for ICP, stage definitions, and commercial messaging constraints. If not, ask for only the highest-impact missing context.
  • Confirm deal context: segment, ACV range, stage, and target close period.
  • Confirm stakeholder map: champion, evaluator, economic approver, and blockers.
  • Confirm evidence sources: CRM notes, call summaries, emails, MAP, and proposal status.
  • Confirm decision objective: advance stage, recover stalled deal, or pre-forecast review.
  • Confirm manager constraints: timeline, resource limits, and escalation options.
  • Confirm qualification framework preference if one exists (for example MEDDPICC, SPICED, or org-specific).

If essential inputs are missing, ask only for those items. If urgent, continue with labeled assumptions.

Read The Right Reference

Default Workflow

  1. Validate current stage claim against evidence, not seller narrative.
  2. Score qualification completeness using the reference framework and map to the chosen qualification method where relevant.
  3. Identify top progression blockers and classify controllable vs external risk.
  4. Stress-test close path: stakeholders, decision process, procurement, and timeline.
  5. Build manager coaching plan with immediate actions and owner assignment.
  6. Define checkpoint criteria for next inspection cycle.

Tool Notes

  • If CRM and call intelligence are available, use them for evidence triangulation.
  • Use references/source-system-guide.md for source priority, minimum inputs, and safe writeback boundaries.
  • If data quality is low, mark confidence explicitly and avoid false precision.
  • Keep framework portable across CRM tooling and sales methods.

Output Contract

  • Deal Snapshot: stage, objective, and confidence level.
  • Qualification Status: strengths, missing proof, and uncertainty.
  • Risk Register: top risks with severity and controllability.
  • Advance Plan: owner, action, and due date for each critical move.
  • Manager Coaching Plan: what to inspect in the next review.

Quality Bar

  • Distinguish facts from assumptions and seller opinion.
  • Focus on progression evidence, not activity volume.
  • Prioritize actions that materially improve win likelihood.
  • Produce a plan a frontline manager can execute this week.
  • Label stale or sparse evidence explicitly rather than inferring certainty.

Open source

This playbook is part of 37 open-source enablement workflows. Read, copy, and adapt — attribution welcome but not required.

enablementskills.md · View source on GitHub

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Forecast Risk Brief

Build a concise forecast risk brief that highlights deal-level and portfolio-level risk, confidence bands, and intervention priorities for sales leadership. Use when asked to assess forecast reliability for a period, summarize at-risk commits, or prepare a forecast review brief. Route single-opportunity diagnostics to deal-inspection-coach and call-level performance review requests to call-review-coach.

Pipeline Stage Definition And Exit Criteria

Define or redesign pipeline stages with clear entry and exit criteria that sales managers can inspect and enforce. Use when the user asks to tighten stage hygiene, standardize progression rules, or connect qualification evidence to forecasting discipline. For reviewing specific deals against existing criteria, use deal-inspection-coach. For period-level risk reporting, use forecast-risk-brief.

Account Brief Builder

Build concise, decision-ready account briefs for account reviews, internal deal strategy, and customer meeting prep. Use when asked to prepare an account brief, summarize account risk and upside, map stakeholders, or define account-specific next steps. For executive-facing meeting strategy, use executive-briefing-builder.

Mutual Action Plan Builder

Build shared mutual action plans (MAPs) for complex deals and coordinated customer initiatives. Use when asked to create or improve a MAP, align buyers and sellers on milestones, or define stage-based execution with owners and exit criteria. For proposal or RFP process orchestration, use proposal-rfp-orchestrator.