Every open deal is checked before the forecast call, and stale ones go back to their owners

The AI checks every open deal in Salesforce before the forecast call, asks owners on Teams about the stale ones and gives the sales head a short list to discuss.

Used day to day by
  • Salespeople
  • Regional sales managers
  • Sales head

How it runs with AI

Before each forecast call, the AI checks each open deal in Salesforce against the rules your sales head sets. It messages each owner on Teams with their flagged deals and what to fix, and records their answers in Salesforce. The call starts on clean numbers, with a short list of deals that need a decision.

How it is done today

Before the Friday forecast call, each regional manager scrolls through their team's deals in Salesforce, looking for close dates that have passed and deals that have gone quiet for weeks. They chase salespeople on calls and WhatsApp, and the call still spends its first half hour updating deals one by one.

Step by step

Where the work happens, what the AI does, and where it hands over to a person.

  1. Step 1, AI

    Checks every open deal in Salesforce ahead of the forecast call

    Needs to know: Stale deal rules, Stage definitions

    In Salesforce

  2. Step 2, AI

    Sends each owner their flagged deals on Teams, with what to fix

    Needs to know: Who owns each deal

    In Microsoft Teams

    Exception to step 2

    Reminds the owner the next morning, then tells their regional manager

  3. Step 3, AI

    Updates each deal in Salesforce from the owner's answer

    Needs to know: Forecast categories, Stage definitions

    In Microsoft Teams , Salesforce

  4. Step 4, AI

    Gives the sales head the deals that still need a decision

    Needs to know: Sales head's review rules

    In Microsoft Teams , Salesforce

  5. Step 5, Person

    Runs the forecast call, starting with the deals that need a decision

    In Microsoft Teams , Salesforce

What stays with a person

  • Runs the forecast call, starting with the deals that need a decision

What it checks

Your sales head picks the rules and the limits, and can change them each quarter. A typical set:

  • Close dates that have passed while the deal is still open
  • Deals with no call, meeting or email for longer than your limit
  • Close dates moved several times
  • Deals marked Commit that are still at an early stage
  • A missing value, next step or decision maker

Apps in this example

  • Salesforce
  • Microsoft Teams

The same flow works with the apps you use.

This fits you if

  • You hold a weekly or monthly forecast call with your regional managers
  • Your deals sit in Salesforce and your sales team works on Teams
  • Close dates and stages often fall behind between calls
  • Managers spend time before each call chasing updates

What to watch for

  • The AI changes a deal when the owner gives a clear answer, and logs who said it. Unclear replies stay flagged for the call
  • Your sales head sets the limits, such as how many quiet days make a deal stale. Limits set too tight send owners too many messages
  • Decisions on a deal, such as dropping it or changing its value, stay with the owner and their manager

Read more

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