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HubSpot Pipeline Checklist for B2B Sales Teams

Ten criteria, ten minutes. After that, you'll know just how robust your forecast really is.

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What is the Mark Lotse Pipeline Check?

The Pipeline Checklist uses ten criteria to assess how reliable your forecast data is in HubSpot. It is designed for B2B sales managers who want to build their forecasts on a solid foundation. You’ll get:

  • Transparency: You'll be able to spot the deals that artificially inflate your forecast
  • Efficiency: Your sales team focuses on closing deals, while data maintenance happens on the side
  • Scalability: The manual work of individual salespeople is transformed into a process that applies to everyone

Results instead of promises.

"Forecast gaps usually arise from unclear processes. My goal is a HubSpot where data drives decisions."

Christian Rieck, Managing Director at Mark Lotse

YOUR CURRENT SITUATION

Preview: 3 excerpts from the checklist

  1. Stage discipline: Are the criteria for the phase transition in the CRM clearly defined, or are they based on the judgment of individual sales representatives?

  2. Activity Check: How many deals in your pipeline haven't had any documented activity for more than 14 days?

  3. Lost Reason Analysis: Are the reasons for closing deals systematically tracked to refine marketing targeting and sales pitches?

Take 10 minutes

Most sales teams rely on their forecasts without knowing how reliable the pipeline data behind them actually is: stage discipline, documented activity, and accurate tracking of reasons for loss. This checklist provides you with the foundation for that.

Download the checklist

FAQ

Frequently Asked Questions.

Who is this checklist best suited for?

The checklist is specifically designed for B2B companies that already use HubSpot ( Starter, Pro, or Enterprise and above). It is intended for CEOs, sales directors, and CRM managers who feel that their sales forecasts are based more on hope than on hard data and who want to professionalize their sales processes.

What sets this checklist apart from the HubSpot Data Quality Audit?

The checklist is your self-diagnostic tool: You’ll work through 10 key points on your own to get a sense of your data quality. The Data Quality Audit is the fast track: As HubSpot experts, we take a direct look at your portal, identify technical sources of error, and—during our conversation—provide you with specific recommendations for action that go beyond the checklist.

Is my data secure during the download and checkout?

Absolutely. As an agency focused on upper-mid-market companies and the banking sector, data protection is our top priority. Your data will be processed in compliance with the GDPR and will never be shared with third parties.

How much time should I set aside to complete the checklist?

The analysis itself takes about 10 to 15 minutes. We’ve designed it so that you don’t need a technical background to identify the pain points in your HubSpot portal. Implementing the resulting “quick wins” depends on the complexity of your processes, but often brings noticeable clarity to your forecast after just the first hour.

What happens if my "pipeline score" is in the red zone?

Don't panic—that's exactly what the checklist is for. A low score isn’t a judgment—it’s an opportunity. It shows you in black and white why your forecast has been unreliable so far. In this case, we recommend taking advantage of our HubSpot Data Quality Audit offer right away: We’ll help you prioritize the warning signs and gradually get your system back on track.

About the Author: Expertise for Your Success

Mark Lotse is a RevOps agency and HubSpot Platinum Partner based in Landau in der Pfalz and Bremen. We are among the first HubSpot partners in Germany, and our team holds 20 HubSpot certifications. We combine strategy, process development, and technical implementation on a single platform.

HubSpot Platinum Partner · 20+ years of B2B experience · 10+ years with HubSpot

HubSpot Platinum Solutions Partner