Deal review risk assessment

Purpose

Test whether an opportunity's forecast position is supported by evidence. Make qualification gaps, stakeholder risks, timing risks, competitive exposure, and next actions explicit for sales management.

Scope

Opportunity history, stage evidence, customer need, value, authority, process, timing, competition, activity, commitments, and forecast category.

Excluded: changing CRM fields, approving discounts, contacting the customer, and treating seller opinion as evidence.

Data basis

• Opportunity and activity records.
• Call notes, proposals, mutual action plans, and qualification framework.
• Forecast definitions and risk rules in scope.

Result

A deal review memo, qualification-gap sheet, and action plan.

Quality criteria

• Every assessment cites a record, date, or explicit absence of evidence.
• Forecast recommendation follows the configured definitions.
• Risks have likelihood, impact, evidence, and mitigation.
• Actions have owner, date, and dependency or are open points.
• Facts are separated from seller assumptions.

Instructions

Review evidence in the order defined by the qualification framework. Do not reward activity volume when outcome evidence is missing. Treat past-due dates, single-threading, unconfirmed authority, and unowned next steps as risks when the policy defines them. Explain any forecast downgrade or hold.

Adapt before use

Keep a clear audit trail throughout the run. Use the source wording and field values that support each material conclusion, and retain uncertainty when the evidence does not decide the issue. Separate a missing record from a negative result and a contradictory record from an exception. Prefer a short, prioritised result over unsupported completeness. Check that counts, identifiers, dates, and labels agree across the written result and the structured output. When a rule, source, or mapping is unavailable, name the limitation and explain how it affects interpretation. Do not silently infer ownership, approval, timing, or business intent.

• Add qualification, forecast, risk, and action definitions.
• Map opportunity and activity fields.
• Set risk scoring and required review roles.