Define the numbers in the review
Show the bookings target, revenue already booked, the forecast for the period, and seller capacity. The target sets the goal. The forecast estimates what will close. Pacing shows whether bookings are ahead of or behind the expected booking pattern. Capacity shows what the team could produce with the assumed staffing and demand.
- Use one review date, period, segment, currency, and amount definition.
- Separate new ARR bookings, expansion, unchanged renewals, one-time fees, recognized revenue, and cash.
- Record extract times, eligible populations, stable account and owner IDs, and assumption versions. Missing coverage stays visible.
Find the gap and assign the next action
Save the previous submitted forecast before refreshing the CRM data. Compare booked revenue with expected progress, then compare the deal estimates with the sales leader's forecast. Identify which deals or assumptions explain the largest differences.
- Locate the constraint: timing, suitable demand, conversion, deal mix, productive capacity, or process friction.
- Ask what changed in the buyer's evaluation, budget, or decision date before attributing a forecast change to email or meeting counts.
- For each issue, record the next action, its owner and deadline, and the buyer response or result needed to resolve it.
- If a deal slips, reduce its current-period contribution. Separately decide whether the seller can remove a blocker or needs to plan for a later close.
Use the existing operating rhythm
Before the weekly review, RevOps checks the reporting definitions and data dates, and sellers update buyer commitments in the CRM. The sales leader submits the forecast. Growth and Finance review future pipeline and hiring needs against the time those changes take to affect bookings.
- Keep one review record with the reporting period, data dates, target, booked revenue, pacing curve, model estimates, submitted forecast, capacity, qualified demand, and unresolved assumptions.
- Link existing account evidence; save the decision, owner, next step, and review date once.
- At period close, compare saved calls and frozen model versions with actuals at matching horizons.
Check the assumptions behind the numbers
Check whether two estimates use the same booking curve, source records, and cutoff date. If they share the same assumptions, their agreement is not independent confirmation of the forecast.
- Do not infer overstaffing from a target gap or repair the current period by changing a future hire cell.
- Keep exceptional deals explicit so they are counted once.
- Track signed and absolute forecast error at a fixed horizon, completion of material actions, and unresolved definition or coverage issues.
- Record which forecast, account assignment, or resource decision changed as a result of the review.