gtmos-crm-pipeline-review

Pipeline review

Part of GTM OS Skills. Adapted from pipeline-pulse in HubSpot/hubspot-mcp-plugins (Apache-2.0, HubSpot, Inc.). Merged with pipeline-review from salesforce/salesforce-skills (Apache-2.0), kept in references/salesforce-pipeline-review.md. Changed for GTM OS: the operating section below, rewritten cross-references and tool pointers. Notices: THIRD-PARTY-NOTICES.md (installed beside the skills as THIRD-PARTY-NOTICES.md).

With GTM OS connected

Rules (GTMOS-RULES.md). Read policy.get_dry_mode first; in dry mode every effect stops at a draft. E-class operations are proposed and a different person approves them; never approve your own proposal. Numbers come only from operation results, named with the operation. Claims about results, customers or metrics must be backed by active proof from proof.list.

1. The picture. crm.dashboard {scope} Q: open pipeline, win rate, pipeline by stage, largest open deals, overdue tasks. Quote its numbers as "from crm.dashboard".

2. The deals. records.list {objectType: "gtm.deal", closing: "overdue" | "this_month", activityWithinDays, sort} Q for the review set; records.aggregate Q for exact totals by stage. Per deal: account.relationship Q (last email, reply, meeting), task.list Q (next step), score.committee_coverage {accountId} Q (required roles identified, engaged and recently touched on the largest open deal, champion gate, multithread risk; computed: false with a reason when there is no open deal or no committee contact), transcripts.list Q (recent calls). Role names come from buying_roles.list Q.

3. Flag with evidence. Apply the checks below. Each flag cites the field or record behind it (for example "no activity since 2026-09-30, from account.relationship").

4. Act through approvals. task.create D for each next step. Stage changes: deal.move_stage D or deal.advance_stage T (guarded by the stage machine). Write-back to the CRM of record: crm.update_record E, approved by a different person. Never edit a forecast category or amount on your own.

5. The weekly agent. The pipeline-review-agent (pack stdlib/pack.crm-agents, every Monday at 07:00) runs this review and suggests one task per deal that needs attention. packages.agents Q shows whether the pack is installed and the agent registered; agent.kpis Q shows its runs and approval rate.

Without GTM OS

Pull an open-deals report from the CRM with stage, amount, close date, last activity and next step, and run the checks below. The upstream HubSpot and Salesforce tool calls are the path on those CRMs; keep them read-only and ask the rep before changing a deal.

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The method below is the upstream HubSpot skill. Its HubSpot CLI and MCP calls are the path for a HubSpot portal without GTM OS; with GTM OS connected, run each data step through the operations in the section above instead.

Tool names below are expected names for the HubSpot MCP connector. If a named tool isn't available, check for updates to the skill and/or alternates in the HubSpot toolset as available tools may change

Phase 1 — Fetch data (parallel)

A. Deals — search_crm_objects:

• objectType: deals
• filter: dealstage not in [closedwon, closedlost]
• properties: dealname, dealstage, amount, closedate, pipeline, hs_lastmodifieddate, hs_next_step, hubspot_owner_id
• limit: 50

B. Portal context — get_organization_details → store portalId, uiDomain

C. Tasks — search_crm_objects:

• objectType: tasks
• filter: hs_task_status = NOT_STARTED, associations.deal IN [dealIds from A]
• properties: hs_task_subject, hs_task_status, hs_timestamp, associations
• Identifies which deals already have an open task

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Phase 2 — Enrich with contacts and connector signals

A. Batch-call get_crm_objects contacts for each deal's associated contactId → firstname, lastname, email. Store contact (display name) and contactEmail per deal.

B. For deals where hs_lastmodifieddate is 21+ days ago or hs_next_step is empty, silently check available connectors:

• Calendar: upcoming meetings with associated contact email
• Email: recent unread threads from associated contact email

Store per deal: upcomingMeeting (date string), unrepliedEmail (subject). Skip if connectors unavailable.

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Phase 3 — Classify each deal

For each deal compute:

• lastModified: hs_lastmodifieddate
• daysAgo: today − lastModified
• daysToClose: closeDate − today (negative = overdue)
• stalled: daysAgo ≥ 21
• overdue: closeDate has passed
• closingSoon: closes within 14 days
• hasNextStep: hs_next_step is non-empty
• hasOpenTask: deal appears in Phase 1C results
• needsAttention: stalled OR overdue OR no next step

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Phase 4 — Generate suggested tasks

For deals where hasOpenTask is false, generate a suggested follow-up task. Do not ask — surface them proactively in the output.

Task generation rules:

Each suggested task object: { id, subject, context, due, dealId, contactId, dealName, contactName }

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Phase 5 — Format the pulse

Output as plain text in this structure. Group deals by attention status: needs-attention deals first, then healthy. Omit sections with no items.

PIPELINE PULSE — [Day, Month D]
[N] open deals · [total value] · [N] need attention

━━ NEEDS ATTENTION
• [Deal name] with [Contact] — [stage] · [amount] · closes [date]
  [stalled X days / overdue / no next step] · [upcoming meeting or unreplied email if any]
  Next step: [hs_next_step or "—"]

━━ ON TRACK
• [Deal name] with [Contact] — [stage] · [amount] · closes [date]
  Next step: [hs_next_step]

━━ SUGGESTED TASKS
• [Task subject] — [signal context]
• [Task subject] — [signal context]

Reply "add all" to create all suggested tasks in HubSpot, or name specific ones.
Say "call prep for [name]" or "follow up with [name]" to act on a deal.

Link each deal and contact name to their HubSpot record using portalId and uiDomain.

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Phase 6 — Add suggested tasks to HubSpot

When the user replies "add all" or names specific tasks, for each selected task call manage_crm_objects createRequest, objectType: tasks:

• hs_task_subject: task subject
• hs_task_type: CALL or EMAIL (infer — "Reply" → EMAIL, others → CALL)
• hs_task_status: NOT_STARTED
• hs_task_priority: HIGH if deal closing ≤ 14d, else MEDIUM
• hs_timestamp: task due date ISO
• hs_task_body: signal context
• associations: deal → dealId, contact → contactId

Run creates in parallel. Confirm: "Created [N] tasks in HubSpot."

Add next step: when the user says "add next step to [Deal Name]", update via manage_crm_objects deals, updateRequest: hs_next_step.

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Error handling

• No open deals: "No open deals right now. Want me to add one?"
• Deal fetch fails: Report the error and suggest checking the HubSpot connection.
• Connectors unavailable: Run with HubSpot data only — omit connector-based signals silently.