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•9 min read•Lena Morales, VP of Revenue Operations

How a RevOps Leader Automated Pipeline Inspection and Found $2.3M in Stalled Deals

RevOpsPipeline ManagementAI Workflow

Every Monday used to be chaos. Managers scrambled to update Salesforce, reps guessed at close dates, and our forecast swung by millions of dollars between the exec review and board prep. We were operating blind.

Four months ago I rebuilt pipeline inspection around Conductor. Now the entire company sees the same reality: which deals are moving, which are stuck, and which deserve senior leadership help. The result? We pulled $2.3M of stalled pipeline back into current-quarter commit and hit plan for the first time in five quarters.

The Challenge: Forecast Whiplash and Dirty Data

Our GTM team had three systemic issues:

  1. Opportunities lived in Salesforce with outdated stages, next steps, and close dates
  2. Front-line managers spent 12 hours per week manually auditing rep notes
  3. Exec reviews surfaced blockers too late to recover deals

We needed a control system that kept data clean without slowing reps down. Conductor became that system.

The Workflow: Daily Health Check in 6 Automations

Here’s the pipeline inspection skill we run every morning at 7:45am before standup. It takes 90 seconds to refresh every opportunity above $20K ARR.

Step 1: Snapshot the Forecast

Pull Salesforce report "Pipeline > Current Quarter > Commit"
Capture fields: Opportunity Name, Stage, Amount, Close Date, Next Step, Owner
Store snapshot to Airtable with timestamp

Why it matters: We never lose historical context. When a deal slips, Conductor highlights how the forecast changed since yesterday.

Step 2: Validate MEDDPICC Fields

For each opportunity → check MEDDPICC fields
Flag if Decision Criteria or Paper Process is blank
Auto-DM the owner with the missing field list

Signal: If three or more MEDDPICC fields are empty, the opportunity is downgraded from Commit to Best Case automatically.

Step 3: Inspect Recent Activity

Scan Salesforce activity log for past 7 days
If no logged call, email, or meeting → flag as "No Activity"
Draft Slack summary for manager with proposed next touch

Insight: Deals with activity gaps > 10 days were closing at 11%. After enforcing this step, win rate jumped to 28%.

Step 4: Review Mutual Action Plans

Open mutual action plan in Google Sheets
Check if next customer task is past due
If overdue → draft email for AE to reset timeline with buyer

Outcome: Exec sponsors now see blockers the same day they happen instead of at the end of the week.

Step 5: Verify Commercial Terms

Compare Salesforce Amount vs Quote in CPQ
Highlight discrepancies > 5%
Publish list to RevOps channel with owner tags

Why it matters: Pricing changes used to sit in rep notebooks. Now finance gets notified instantly when a discount appears.

Step 6: Summarize Risk and Upside

Score each opportunity
  +3 points for executive sponsor identified
  -4 points for missing next step
  +5 points for multi-threaded contacts
Group deals into: Healthy, Needs Coaching, At Risk
Post dashboard image + summary to leadership Slack channel

Result: CRO, Finance, and CS can consume a single snapshot without logging into Salesforce.

The Results: Forecast Confidence in 90 Days

Metric Before Conductor After Conductor
Forecast variance (board vs actual) 24% 6%
Deals with missing MEDDPICC fields 58% 9%
Pipeline recovered from stalled stages $410K $2.3M
Manager time spent on inspection 12 hrs/week 2 hrs/week
Deals with 3+ stakeholders engaged 37% 72%

Why It Works: Continuous, Transparent Inspection

Pipeline inspection used to be a once-a-week meeting. With Conductor it’s a daily heartbeat:

  • Continuous: Automations run every morning before reps log in. Data stays fresh.
  • Transparent: Leadership sees the same signals reps see. No more spreadsheet exports.
  • Actionable: Every alert includes a draft Slack or email so the next move is obvious.

The best part? Reps adopted it because it gives them time back. They no longer copy notes between tools or remember which fields RevOps cares about—Conductor nudges them with the exact update needed.

Recording the Skill (8 Minutes)

I recorded the entire workflow once:

  1. Opened Conductor side panel from our forecast view
  2. Clicked “Record Skill” and walked through the six steps for a single $80K deal
  3. Added branching logic for strategic vs commercial deals
  4. Saved it as “Pipeline Inspection — Daily” and shared it with managers

Now the team triggers it on demand, and the skill runs automatically on a schedule through Conductor’s orchestration library.

Try This Playbook

If you’re wrestling with forecast accuracy, start here:

  1. Define your inspection checklist (MEDDPICC, activity, pricing, stakeholders)
  2. Record the manual version once inside Conductor
  3. Schedule it to run daily on every opportunity above your target ARR
  4. Post the summary where your exec staff already lives (for us, Slack)

You’ll catch risk earlier, give reps focused coaching, and forecast with confidence. That’s how we turned a reactive inspection process into a proactive revenue engine.

About the author: Lena Morales leads Revenue Operations at a Series B SaaS company. She previously ran GTM analytics at a Fortune 500 and now helps high-growth teams build reliable pipeline inspection systems.