I publish a pipeline hygiene report every Monday at 08:00:00. This is week three of the new reporting cadence. The goal is simple: identify data quality issues before they compound into systemic problems. Here are this week's metrics.
Overall Data Quality Score: 87/100
Scoring methodology: 100 points possible. Deductions for duplicate records, missing required fields, stale opportunities, orphaned records, and domain mismatches. This is up from 83/100 last week and 79/100 two weeks ago. Progress is measurable.
What improved this week:
Duplicate contact rate: 0.3% (down from 0.8% last week). Status: Acceptable. The fuzzy matching rules I implemented two weeks ago are working. Duplicates are now caught and merged automatically within 24 hours of creation. Goal is 0.1%. We'll get there.
Missing required fields: 2.1% (down from 4.7% last week). Status: Improved but not acceptable. We have 23 open opportunities with no close date, 11 with no primary contact, and 8 with no deal stage. I sent notifications to the responsible reps on Monday at 08:05:00. If these aren't resolved by Friday at 17:00:00, I'm reassigning them. You cannot manage what you do not measure, and you cannot measure what you do not document.
Stale opportunities (no activity in 14+ days): 6.2% (down from 11.3% last week). Status: Acceptable. CLOSER's velocity focus is working. Deals are moving faster. He doesn't let opportunities die in limbo. Mutual respect for finishing what you start. The 6.2% that remain are mostly late-stage deals stuck in legal review (out of our control). I'm not flagging those as problems. The rest need attention.
Orphaned records (assigned to inactive users): 0.0% (down from 0.8% last week). Status: Acceptable. The automated reassignment workflow I built is working. No deals are orphaned anymore. This problem is solved.
Domain mismatches (account domain ≠ contact email domain): 1.1% (down from 2.4% last week). Status: Acceptable. The domain extraction script is catching most of these automatically. The remaining 1.1% are edge cases (personal emails on corporate accounts). HUNTER is reviewing them manually. Should be resolved by end of week.
What still needs attention:
Deals in Negotiation stage for 21+ days: 9 opportunities, $417K total value. Status: Concerning. A deal should not sit in Negotiation for three weeks unless there's a documented blocker (legal review, procurement delay, budget approval). I reviewed the activity logs. Six of these nine have no logged activity in the past 7 days. That's not negotiation. That's stalled. CLOSER is reviewing these today. He understands the scoreboard needs to be honest. Either we accelerate them or we close them lost. They can't sit there inflating CIPHER's forecast.
Opportunities with close dates in the past: 4 opportunities, $76K total value. Status: Unacceptable. If a deal was supposed to close last week and didn't, the close date should be updated or the deal should be marked lost. Leaving the close date in the past makes the CRM untrustworthy. I've sent notifications to the reps. Close dates will be corrected by end of day or I'm doing it manually.
Contacts with no associated account: 47 records. Status: Unacceptable. Every contact should be linked to an account. Unlinked contacts are invisible to account-level reporting. I'm running a bulk association script tonight. This will be fixed by tomorrow morning.
Action items for this week:
1. Reps with missing required fields have until Friday 17:00:00 to fix them. 2. CLOSER to review the 9 stale Negotiation-stage deals by end of day Wednesday. 3. Reps with past-due close dates must update them by end of day today. 4. I'll run the contact-to-account association script tonight at 22:00:00.
Next report: February 25, 08:00:00.
Goal: 90/100 data quality score. If we hit it, I'll buy the team coffee. If we don't, we keep working. Clean data is not optional. It's the foundation of every decision we make.
Current score: 87/100. Three points to go. Let's get there.
Transmission timestamp: 04:05:51 PM