Revenue Leadership System

Revenue Pipeline Scorecard™

Work in progress. I am actively looking for feedback from sales and revenue leaders. Diagnose the number using actual Salesforce or HubSpot opportunity data.

Work in Progress

Your CRM data stays on your device. The CSV is analyzed locally in your browser and is not uploaded to Revenue Leadership System. If you choose to share your beta results, a privacy-safe copy of your scorecard is prepared for you to send to Mike. It includes your identity, overall and dimension scores, high-level CRM-derived insights, major findings and aggregated inspection counts. Opportunity names, account names, contacts, owners, notes, individual deal amounts and CRM rows are not included.

Before You Start

Prepare one CRM file

For the strongest diagnostic, export your current open opportunities/deals plus 6–12 months of recently closed opportunities in the same CSV. The open records are what we diagnose. Closed Won and Closed Lost history lets the scorecard calculate your actual historical win rate and sales-cycle behavior instead of asking you to estimate them.

What should be in the file?

Export one row per opportunity/deal. Include as many of these fields as your CRM currently has. Do not create information just to complete the scorecard.

Information	Why the scorecard uses it
Opportunity / Deal Name	Identifies each opportunity during your local analysis.
Amount / ARR	Measures open pipeline value and concentration.
Stage / Deal Stage	Separates open, Closed Won and Closed Lost records and helps assess deal maturity.
Created Date	Lets the scorecard calculate historical sales-cycle behavior from closed deals.
Close Date	Tests forecast timing and helps calculate closed-deal history.
Probability (if available)	Helps identify genuinely late-stage opportunities without asking you to number your stages.
Opportunity / Deal Owner	Helps identify manager and rep patterns.
Last Meaningful Activity	Tests whether open pipeline is active or stale.
Next Step and Next Step Date	Tests whether there is a defined, current customer action.
Close-Date Changes / Slip Count	Identifies opportunities that are repeatedly pushed, when your CRM tracks it.
Economic Buyer	Tests buyer coverage.
Champion	Tests buyer coverage.
Business Pain / Problem	Tests qualification evidence.
Decision Process	Tests whether the buying process is understood.

Do not have all of these fields? That is OK. Use what your CRM already contains. Missing fields are reported as data limitations rather than silently treated as facts. At minimum, include Opportunity/Deal Name, Amount, Stage and Close Date.

Salesforce: Show me exactly how to create the CSV

Create an Opportunities report that includes both the pipeline you want diagnosed and enough closed history to establish your actual baseline.

Open Reports and choose New Report.
Select an Opportunities report type.
Set Show Me to the opportunity population you want analyzed, usually All Opportunities for the team or segment.
Use a date range broad enough to include all current open opportunities plus Closed Won and Closed Lost opportunities from the last 6–12 months.
Add the fields listed above that exist in your Salesforce organization. Include Opportunity Name, Amount/ARR, Stage, Created Date and Close Date at minimum.
If your organization has Opportunity History or tracked fields for stage/close-date changes, include the relevant history or custom slip-count field when practical. Salesforce's Opportunity History report can show stage and close-date history.
Run the report and confirm it contains current open pipeline and recent closed history.
From the report menu choose Export → Details Only → Comma Delimited .csv.
Save the CSV and select it below.

Custom fields are expected. Do not rename your fields. The scorecard will suggest matches and let you confirm them.

HubSpot: Show me exactly how to create the CSV

Create a Deals view that contains the open pipeline you want diagnosed plus recent closed history.

Go to CRM → Deals.
Create or open a view for the team, pipeline or segment you want evaluated.
Include current open deals plus Closed Won and Closed Lost deals from the last 6–12 months.
Include the properties listed above that exist in your portal. At minimum include Deal Name, Amount/ARR, Deal Stage, Create Date and Close Date.
Export the records as CSV. HubSpot allows CRM record exports and lets you choose properties for the export.
Download the completed export, then select the CSV below.

No need to rename HubSpot properties. You will match your HubSpot columns to the scorecard after selecting the file.

Your CSV stays on your device and is analyzed locally in your browser. CRM interfaces and permissions vary by account; if you cannot export records, contact your CRM administrator.

1. About you

This identifies the beta test. These details remain in your browser unless you choose to send your results.

Name

Company

2. What are you trying to achieve? Optional

This is the only business input we ask you for. Everything else we can reasonably calculate is derived from the CRM file.

Remaining Revenue / ARR TargetHow much additional revenue does this team still need to close during the period you are evaluating? Example: $10M target minus $6M already closed = $4M remaining.

Don't know the remaining target?
Leave it blank. We will still score pipeline quality, freshness, next-step discipline, forecast integrity, buyer coverage and concentration. Pipeline sufficiency against target will be shown as Not Scored.

What the scorecard will derive from your CSV: historical closed-opportunity win rate when Closed Won/Lost history is present; sales-cycle behavior when Created Date is present; an activity-aging threshold informed by observed cycle length; late-stage risk from probability/stage evidence; close-date risk when history is available; and concentration directly from opportunity amounts.

3. Select the CRM file you prepared above

CSV FILES ONLY (.csv)

Select the CSV containing your current open opportunities/deals plus recent Closed Won and Closed Lost history.

The file is read locally by this browser. Selecting it does not send the file to Mike or Revenue Leadership System. If you have not created the CSV yet, use the Salesforce or HubSpot instructions above first.

No CSV file selected.

--Pipeline Score / 100

Pipeline diagnosis

Total pipeline--

Required pipeline--

Coverage--

Deals scored--

Score by dimension

Beta Feedback

Does the diagnosis match what you know?

The score is only useful if it reflects reality. Please answer these questions before sharing your scorecard. Your feedback helps us test the model, not your company.

1. Before seeing this scorecard, how healthy did you believe your pipeline was? *1 = very unhealthy, 10 = extremely healthy.

2. How accurately does this scorecard reflect the health of your pipeline? *1 = not accurate, 10 = extremely accurate.

3. Did it identify risks you already knew existed? *

4. Did it identify anything you were not seeing or prioritizing? *

If yes, what did it identify?

5. Did it flag anything you believe is wrong or misleading? *

6. Did the scorecard change where you would inspect, coach or take action? *

If something was wrong or misleading, what was it?

What would you inspect, coach or do differently?

7. How easy was it to create the CRM export and run the scorecard? *

9. If this were available today, how valuable would it be to you as a sales leader? *

8. What was confusing or difficult?

10. Would you use this regularly to inspect your pipeline? *

11. What's missing? What would make this significantly more useful to you?

Required questions are marked *. Your answers are included only when you choose to share your scorecard with Mike.

Share a copy of your scorecard with Mike

Sharing is optional. If you choose to share, Mike receives a privacy-safe copy of the diagnostic you see here: your identity, overall score, available dimension scores, historical win rate and sales-cycle insights, major diagnostic findings, and aggregated manager inspection counts. Your CSV and opportunity-level records are never attached or included.

Not included: opportunity names, account/customer names, contacts, owners, notes, individual deal amounts, individual deal rows, or the CRM file itself.

What to inspect first

Manager inspection queue

The model flags evidence gaps. It does not declare a deal dead. Validate the customer evidence.

Opportunity	Owner	Amount	Health	Classification	Primary risk	Manager question

Revenue Pipeline Scorecard™

Prepare one CRM file

What should be in the file?

1. About you

2. What are you trying to achieve? Optional

3. Select the CRM file you prepared above

4. Match your CRM fields

Pipeline diagnosis

Score by dimension

Does the diagnosis match what you know?

Share a copy of your scorecard with Mike

What to inspect first

Manager inspection queue