Reporting and lead quality · ASRR Tech
How do you validate a pipeline report?
Inspect underlying records for stage, amount and date. Include a lost and a reopened opportunity to test the report’s scope.
A practical example
A total contains an old opportunity the team considers closed.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Select a sample.
- Compare records and totals.
- Resolve definition differences.
What does success look like?
The team can explain the total from included records.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Reporting and lead quality: the wider process
A report is useful when everyone shares the definition behind a number. Record which records count, which date applies and how duplicates or cancelled enquiries are handled. Validate a total by checking some underlying records. Compare periods with the same scope and show counts alongside percentages. Small samples can produce large percentage changes. Use the result to improve a working practice, then check whether behaviour and outcomes changed.