Sales activity gap review

Purpose

Identify opportunity records where activity, customer engagement, next steps, or stage evidence is insufficient to support momentum. Produce coaching-oriented findings without equating activity volume with deal quality.

Scope

Opportunity stage, last activity, activity type, customer participation, next step, due date, stage evidence, owner, close date, and movement history.

Excluded: contacting customers, creating tasks, editing CRM, and judging seller performance from raw activity counts alone.

Data basis

• Opportunity and activity tables.
• Stage definitions, activity expectations, and hygiene rules.
• Prior pipeline snapshot when available.

Result

A deal-level gap sheet and manager memo with priority review questions.

Quality criteria

• Every gap cites dates, activity rows, or absent fields.
• Customer-facing and internal activity are distinguished.
• Stalled status follows configured thresholds.
• Recommendations address evidence gaps, not activity quotas.
• Clean deals remain in the denominator.

Instructions

Use configured thresholds and stage expectations. Recent internal activity cannot substitute for customer evidence. Treat a scheduled activity as planned, not completed. Compare close dates and next-step dates to the review date. Keep unknown and missing history distinct.

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.

• Map opportunity and activity fields.
• Define stage evidence, stale thresholds, and customer-engagement rules.
• Set review priority vocabulary and date convention.