Weekly Sales Pipeline Review Checklist for Hospitality & Tourism
A checklist for reviewing the sales pipeline, assessing deal progress, and identifying actions needed to move opportunities toward conversion.
Includes food safety compliance (HACCP), RSA requirements, liquor licensing documentation, and tourism accreditation record keeping.
Complete Checklist
- 1Review all opportunities in the pipeline and update their current stageCritical
- 2Identify any deals that have stalled and determine the next action to progress them
- 3Follow up on all outstanding quotes and proposals sent during the weekCritical
- 4Review new leads received and qualify them against your ideal guest profile
- 5Assess the total pipeline value against the weekly and monthly revenue target
- 6Identify deals likely to close this week and confirm next steps
- 7Review the conversion rate at each pipeline stage for improvement opportunities
- 8Remove any dead or unqualified opportunities from the pipeline
- 9Prepare quotes or proposals for new opportunities identified
- 10Schedule meetings or calls with key prospects for the coming week
- 11Review the source of new leads to identify the most effective channels
- 12Update the CRM with all notes, activities, and changes from the review
- 13Calculate the win rate for deals closed during the past week
- 14Discuss pipeline highlights and concerns with the team
Frequently Asked Questions
How do we prevent deals from stalling in the pipeline?
Set clear follow-up dates for every opportunity and honour them. Define specific actions required to move deals between stages. If a prospect is unresponsive after three attempts, either re-qualify the opportunity or remove it. Regular pipeline reviews create accountability and ensure no opportunity is forgotten.
What is a healthy sales pipeline size relative to revenue targets?
A common guideline is to maintain a pipeline worth three to four times your revenue target to account for natural attrition as deals progress. If your close rate is 25 percent, you need four dollars in the pipeline for every dollar of target revenue. Adjust the multiple based on your actual close rate and sales cycle length.
What CRM features are most important for pipeline management?
Essential features include customisable pipeline stages, activity tracking, reminder and task management, reporting and dashboards, and email integration. For small businesses, simplicity is key. Choose a CRM your team will actually use consistently rather than a feature-rich tool that is too complex to maintain.
Need help implementing these checks into your daily operations?
Our team can build custom checklists integrated into your daily operations workflow.