--- name: crm-pipeline-update-summarizer description: "Converts raw CRM pipeline exports and activity notes into a leadership-ready summary covering pipeline health, deal movement, at-risk opportunities, forecast confidence, and recommended next actions. Use when preparing pipeline reviews, weekly sales updates, forecast calls, or QBR-ready summaries from Salesforce or similar CRM data." argument-hint: "[pipeline-data] [reporting-period]" allowed-tools: ["Read"] --- # CRM Pipeline Update Summarizer ## Purpose Turn messy pipeline exports and scattered activity notes into a concise, decision-ready summary that a sales leader can absorb in two minutes — surfacing what moved, what's at risk, what the forecast actually supports, and what needs attention next. Eliminates the manual scramble before every pipeline review. ## When to Use Invoke this skill when the user asks to: - Summarize their pipeline for a weekly sales meeting or leadership update - Prepare talking points for a forecast call or pipeline review - Turn a Salesforce export into a readable executive summary - Flag at-risk or stalled deals across their book of business - Build a QBR-ready or partner-review pipeline snapshot - Explain deal movement since the last reporting period ## Inputs Required Before starting, collect: - **Pipeline data**: Raw export or list of open deals — deal name, stage, amount, close date, owner - **Reporting period**: The window being summarized (e.g., this week, last 30 days, current quarter) - **Activity notes**: Recent call/email/meeting notes or next-step logs per deal (paste as-is) - **Quota or target**: The number this pipeline is measured against for the period - **Prior snapshot** (optional): Last period's pipeline state, to compute movement - **Audience**: Who reads this — direct manager, VP/CRO, partner leadership, or board - **Stage definitions** (optional): How the org defines each stage if non-standard If prior snapshot is missing, summarize current-state only and note that movement can't be computed. If stage definitions are missing, assume a standard 5-stage B2B funnel (Prospecting → Qualification → Proposal → Negotiation → Closed). ## Instructions ### Step 1: Normalize and Categorize the Data Parse the raw input into a clean deal set. For each deal, capture: name, stage, amount, weighted amount (amount × stage probability), close date, owner, and days in current stage if inferable from notes. Apply default stage probabilities if none provided: Prospecting 10%, Qualification 25%, Proposal 50%, Negotiation 75%, Verbal/Commit 90%. Flag any records with missing amounts, past-due close dates, or no recent activity — these become data-quality callouts. ### Step 2: Compute Pipeline Health Metrics Calculate and hold the following for the summary: - **Total pipeline value** (raw) and **weighted pipeline value** - **Coverage ratio**: weighted pipeline ÷ quota/target (flag if under 3x) - **Deal count by stage** and value concentration (is >40% of value in one or two deals?) - **Average days in stage** for deals with inferable dates - **Forecast this period**: sum of deals with close dates inside the period, split into Commit (Negotiation+), Best Case (Proposal), and Pipeline (earlier stages) ### Step 3: Identify Deal Movement Compare against the prior snapshot if provided: - **Advanced**: deals that moved forward a stage - **Slipped**: deals whose close date pushed to a later period - **New**: deals added this period - **Closed Won / Closed Lost**: with amounts - **Stalled**: deals with no stage change and no logged activity for the period If no prior snapshot exists, derive movement signals from activity notes (e.g., "sent proposal," "no response in 2 weeks"). ### Step 4: Assess Risk on Key Deals For the top deals by value and any period-closing deals, assign a risk level: - **On Track**: recent forward activity, clear next step, realistic close date - **Watch**: some positive signal but a gap (no next meeting set, single-threaded, pricing unresolved) - **At Risk**: stalled, past-due close date, negative signal in notes, or ghosting For each Watch/At Risk deal, state the specific reason in one line drawn from the notes — not a generic "needs follow-up." ### Step 5: Draft the Leadership Summary Write the summary top-down: headline first, detail second. Lead with the number that matters to the audience (forecast vs. quota), then health, then the 3-5 deals worth discussing, then risks, then next actions. Keep language plain — no filler, no restating raw data the reader can see in the CRM. ### Step 6: Recommend Next Actions Produce 3-5 specific, assignable next steps ranked by impact on the period forecast — e.g., "Multi-thread the Acme deal ($120K, single-threaded, closing this period)" rather than "focus on big deals." ## Output Format - **Structure**: Executive summary at top, then structured sections; deal-level detail in a compact table - **Length**: 400-600 words - **Format**: Short prose headline + bulleted health metrics + one deal table + numbered action list - **Sections**: Headline / Forecast vs. Target → Pipeline Health → Deal Movement → Deals to Discuss (table: Deal, Amount, Stage, Close Date, Risk, Note) → Risks & Blockers → Recommended Next Actions - **Tone**: Sales operations director briefing leadership — concise, quantified, no hedging, no hype ## Quality Checklist Before delivering output, verify: - [ ] Forecast is split into Commit / Best Case / Pipeline with dollar figures - [ ] Coverage ratio is stated and flagged if under 3x - [ ] Every Watch/At Risk deal has a specific reason pulled from the notes, not a generic one - [ ] The deal table includes exactly the six columns specified - [ ] Next actions are assignable and ranked by forecast impact — not vague - [ ] Any missing/dirty data (no amount, past-due close, no activity) is called out explicitly ## Notes - The most common leadership complaint is a summary that restates the CRM instead of interpreting it — always lead with the forecast call and the 3-5 deals that actually matter. - If more than 40% of pipeline value sits in a single deal, flag the concentration risk explicitly; a leader needs to know the forecast rides on one outcome. - When notes conflict with stage (e.g., "went dark" but marked Negotiation), trust the notes for risk assessment and flag the stage as likely inflated. - For partner-facing reviews, deemphasize internal quota language and lead with joint-pipeline value and mutual next steps instead. --- ## How to use this skill This file is a Claude Code skill in [Anthropic's standard format](https://docs.anthropic.com/en/docs/claude-code/skills) — markdown with YAML frontmatter at the top. **Installing in Claude Code:** - `~/.claude/skills//SKILL.md` — auto-loads in every session anywhere on your machine (recommended for skills you'll use across multiple projects) - `/.claude/skills//SKILL.md` — auto-loads only when working in that project (recommended for project-specific skills) Restart Claude Code or open a new session to register. **Using in Claude.ai, ChatGPT, Gemini, or other AI tools:** 1. 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