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Monday morning pipeline review

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The play

It’s 8:30 AM Monday. You own 60 open deals across four stages, and the only question that matters is which three or four you’re going to push this week. This play is the canonical weekly-cadence review: you open Home, let Do This Now tell you what shifted over the weekend, drill into the stages where deals are at risk, and glance at the org hygiene number before your first call. The goal is a prioritized shortlist by 8:45, with the rest of your morning freed up for actual selling.

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Step-by-step

  1. Open Home and read the Do This Now rail. Home opens to the time-aware greeting and your three highest-priority items for the day, surfaced automatically by the AI across signals and hygiene rules. Scan the three rows: a leadership change at one of your top accounts, an overdue close date on a Negotiation deal, a buying signal on an account you haven’t touched in a week. Star or note the ones you want to act on this week.
Katalyst Home landing view with greeting, Do This Now card, prompts, and right-rail cards.
  1. Check the pipeline stats card. Right rail on Home shows total pipeline value, open opportunity count, and your hygiene score in one glance. If the hygiene number dropped over the weekend, you know something slipped, that’s your first clue on where to spend time.
  2. Ask Home chat for the weekend delta. Tap the “Catch me up since yesterday” prompt, or type your own version: “What changed across my pipeline since Friday?” The chat reads across opportunities, signals, and meetings in one pass and gives you a single-paragraph summary, with deep links into the deals it names.
Home chat with an active conversation showing the weekend delta prompt and the AI's response naming specific deals that moved over the weekend with inline deep links.
  1. Jump to Opportunities and load your Monday saved view. Open Opportunities and click your saved view (typically “Mine, Negotiation or Proposal, close this quarter”). The table loads filtered down to the 15 deals that actually need a move this week, with your column layout intact.
  2. Flip to the kanban for a stage-level read. Toggle Layout to Board. Now you see currency totals per lane and which Negotiation deals carry pending AI suggestions (volt-lime ring on the card). Drag any deal whose stage shifted over the weekend, the stage change syncs back to Salesforce in one round-trip.
Opportunities kanban board view showing deals grouped into stage lanes with per-lane currency totals.
  1. Open Pipeline Hygiene and confirm your number. Your row sits in the rep table with the violation chip cluster: “3 overdue close dates, 5 missing next steps.” Click into your own row to see the 30-day trajectory and the worst-first per-opp table. The two or three deals at the top are your hygiene-debt list for the week.
Pipeline Hygiene dashboard showing the org hygiene score and per-rep rows with violation chips.
  1. Build the shortlist in your head (or in a chat). Back on Home, ask the chat: “Given everything you just showed me, what are the three deals I should push hardest this week?” The chat reasons across the signals, hygiene, and stage data and gives you a defensible shortlist. Save the thread so Tuesday morning’s prep starts where this one ended.

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What to expect

You walk out of the review with a three-or-four-deal focus list, a clear sense of which hygiene rows you owe to your manager by Friday, and the weekend’s signal context already integrated. The whole thing takes 10 to 15 minutes, replacing the old Monday morning of cross-referencing a Salesforce report, a forecast spreadsheet, and a Slack scroll for context.

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Variations

  • If you’re a manager running this across the team, start on Pipeline Hygiene instead, sort worst-first, and drill into the per-rep page for your two lowest-scoring AEs before opening your own book.
  • If you only have five minutes, skip the kanban flip and the chat shortlist, the Do This Now rail plus a saved view glance is enough to walk into your 9 AM with a defensible focus.
  • For a recurring weekly cadence, name a Home chat thread “Monday review” and reopen it each week, the prior week’s context carries over and the chat can compare deltas across weeks.
  • Home - the landing surface this play opens on; Do This Now and the right-rail cards are the entry points.
  • Opportunities - the deal-list workspace where steps 4 and 5 drill in; saved views and the kanban board both get used.
  • Pipeline Hygiene - the manager-facing dashboard step 6 confirms against; the per-rep page is where the trajectory lives.
  • Build your daily focus list - the daily-cadence sibling; this Monday review runs on top of the saved views and Favorites configured there.
  • Pre-board meeting forecast prep - the deeper forecast-prep version of the same surfaces, run on a board cadence.
  • Weekly close-the-loop review - the manager-shaped Friday companion that pairs Pipeline Hygiene with Activity History and AI Activity.