Free Resource · Merrill & Associates
If I asked you right now how many deals in your pipeline have had zero activity in the last seven days — could you answer that in under two minutes?
Most sales leaders can't. Not because they don't care — but because nobody built a system to surface that information automatically. This guide helps you fix that, step by step.
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Click below to download the Sales Pipeline Process Audit Guide. We've also sent a copy to .
Download the Free GuideWhat's Inside
Most pipeline audits never happen. This one takes 20 minutes and tells you exactly what to fix — and in what order.
Capture how your pipeline works today. No judgment — just an honest baseline before anything gets fixed.
Review every active deal against a required-field checklist. Count what's missing. This becomes your Data Quality Score.
Your stages should reflect the buyer's journey — not your internal process. Find out if they do.
Probabilities set by gut feel make your weighted forecast worthless. Learn how to tie them to stages instead.
A close date that never moves is a placeholder. Placeholders destroy forecast accuracy. Fix this first.
Deals without movement die quietly. This step surfaces every stalled deal in your current pipeline.
A pipeline without a forecast rhythm is a list of deals. Build the weekly cadence that produces numbers you can trust.
Document your new operating standards. This becomes your Pipeline Operating System — the rules your team runs on.
Fix issues in priority order across four phases — from data cleanup through full agent deployment.
Automation Readiness Score
The guide includes a scored assessment across 10 categories — from stage consistency to rep compliance. Most SMB pipelines are more exposed than their leaders expect. Where does yours stand?
Your pipeline foundation is sound. An AI agent can execute reliably on top of it. Proceed directly to deployment.
Address the low-scoring categories before deploying anything. Automation on a partially broken pipeline accelerates the wrong outcomes.
Your pipeline needs a redesign before automation is viable. The guide walks you through every step.
About the Author
Don Merrill is the founder of Merrill & Associates and the creator of the Sales Pipeline Integrity Agent — an autonomous execution system that monitors B2B sales pipelines 24/7, detects stall patterns before they become losses, and delivers a Monday Morning Pipeline Report automatically.
With 20+ years of executive management and software industry experience, Don works with founder-led companies navigating the gap between a pipeline that looks fine in a meeting and one that actually performs.
Book a 30-minute callPipeline Integrity Agent
The Sales Pipeline Integrity Agent monitors your pipeline around the clock, detects stalls before they become losses, and delivers a Monday Morning Pipeline Report — without anyone having to ask for it.
Learn about PIA