Before you begin
Deal hygiene is a manager habit. It prevents stale opportunities from creating fake forecast confidence.
Rules to review
- No activity for 14 days
- Missing next step
- Close date in the past
- Late stage with no meeting
- High value with no owner update
What you should see
A hygiene review should produce clear coaching actions: update next step, move stage, close lost, schedule meeting, or remove stale forecast.
Common issues
- Too many stale deals — tighten stage exit criteria
- Reps do not update next steps — coach from queue weekly
- Forecast inflated — close or downgrade stale opportunities