CRM Hygiene & Stage Compliance Playbook
Validates that conversational signals align with CRM stage definitions and deal progression criteria. Detects stage drift, missing mutual action plans, and inconsistent qualification to enforce process integrity.
Start building
Deploy this kit stack into your workspace. Customize bricks, scoring, and outputs to match your team.
Without this playbook
Most teams handle crm hygiene & stage compliance through scattered call reviews, manager opinion, and isolated examples. Without a shared operational definition, the signals stay inconsistent and difficult to act on across volume.
With this playbook
A shared, repeatable lens for crm hygiene & stage compliance - with structured outputs you can route into coaching, reporting, and workflow automation. Every conversation produces evidence, not just opinions.
Built for
Revenue operations, sales leadership, and deal desk teams
When teams use it
- Pipeline review and forecast inspection
- Stage audit and process compliance
- CRM enrichment from conversation evidence
The operational stack
4 kits behind this playbook
CRM stages mean nothing if reps can advance deals without evidence. This stack validates that what was actually said in conversations supports the stage the deal sits in. Stage compliance checks alignment against your defined criteria. The mutual action plan kit detects whether a real MAP exists or whether the field was filled in retroactively. Qualification coverage confirms the right elements are present for the current stage - not just that they existed at some point in the past.
MAP Detection Kit
4 bricks
Detects mutual action plan presence and quality.
Included bricks
Review this kitMap Phrase Present
BooleanDetects whether a mutual action plan with structured multi-step intent and named ownership is present in the conversation.
Owner Assignment Present
BooleanDetects whether specific owners are explicitly assigned to one or more action plan steps.
Timeline Detection
BooleanDetects whether an explicit timeline commitment is present in the conversation - a specific date or named timeframe attached to a mutual action or agreed step.
Map Completeness Score
ScoreScores how complete the mutual action plan is across four dimensions: steps defined, owners assigned, dates named, and bilateral confirmation.
Mutual Action Plan Kit
4 bricks
Detects presence and quality of mutual action plans.
Included bricks
Review this kitExplicit Map Presence Present
BooleanDetects whether a named, explicitly labelled mutual action plan construct is referenced in the conversation.
Map Defined Steps
String listExtracts the confirmed, agreed steps of the mutual action plan as stated in the conversation.
Map Party Alignment Present
BooleanDetects whether all parties have explicitly confirmed alignment on the mutual action plan - not just been informed of it.
Map Timeline Present
BooleanDetects whether the mutual action plan includes a specific named date or deadline for one or more steps.
Qualification Coverage Kit
4 bricks
Measures qualification completeness relative to stage.
Included bricks
Review this kitQualification Elements Detected
String listExtracts each qualification dimension explicitly addressed in the conversation, labelled as confirmed, discussed-unconfirmed, or absent.
Coverage Score
ScoreScores the proportion of required qualification dimensions covered in the conversation.
Qualification Gap Present
BooleanDetects whether any required qualification dimension was not clearly confirmed - partial or vague answers count as gaps.
Qualification Confidence Score
ScoreScores confidence in the overall qualification based on the strength and completeness of confirmed dimensions.
Stage Compliance Kit
4 bricks
Validates conversational signals versus CRM stage definitions.
Included bricks
Review this kitStage Signal Detected
String listExtracts signals relevant to CRM stage assessment - language providing evidence for or against the deal being at a particular stage.
Stage Alignment Score
ScoreScores the degree to which conversational signals align with the expected behaviours and criteria for the deal's current CRM stage.
Stage Mismatch Present
BooleanDetects whether the conversation contains signals inconsistent with the CRM stage at which this deal is currently recorded.
Stage Transition Signal Present
BooleanDetects whether the conversation contains language that meets the criteria for a CRM stage transition, as defined in the knowledge base.
Knowledge base
Supporting materials
The kits in this playbook work best when backed by reference materials that ground the evaluation. Upload these into your workspace knowledge base to improve accuracy and relevance.
Learn more about Knowledge BasesCRM stage definitions with required evidence for each transition
Mutual action plan templates and MAP best practices
Sales process documentation and stage-gate checklists
CRM hygiene audit criteria and data quality standards
Pipeline review playbooks used by frontline managers
Structured output
What you get back
Every conversation processed through this stack produces a structured JSON object. Each brick contributes a typed field - booleans, scores, categories, or string lists - that you can route, aggregate, and report on.
Example output shape
{
"map_phrase_present": true,
"owner_assignment_present": true,
"timeline_detection": true,
"map_completeness_score": 7,
"explicit_map_presence_present": true,
"map_defined_steps": [
"signal 1",
"signal 2"
],
"map_party_alignment_present": true,
"map_timeline_present": true,
"qualification_elements_detected": [
"signal 1",
"signal 2"
],
"coverage_score": 7,
"qualification_gap_present": true,
"qualification_confidence_score": 7,
"stage_signal_detected": [
"signal 1",
"signal 2"
],
"stage_alignment_score": 7,
"stage_mismatch_present": true,
"stage_transition_signal_present": true
}In practice
How teams use these outputs
The structured outputs from this stack integrate into your existing workflows. Use them wherever you need repeatable, evidence-based signal from conversations.
Pipeline review and forecast inspection
Stage audit and process compliance
CRM enrichment from conversation evidence
Deal risk alerts and workflow triggers
Get started
Deploy this playbook in your workspace
Customizing creates a workspace-owned draft with this playbook's full kit stack. Adjust bricks, scoring, and outputs to fit your team, then publish when ready.