SDR OB - Pipeline Hygiene

Table of Contents

Overview

Objective
The Golden Hygiene Rule

1. Objective

A clean pipeline where each deal reflects a real opportunity, not filler to hit a number. This directly tackles gaming of targets. All tracking is in LOVA.

Minimum 8–10 touchpoints before archiving (Ops rule, effective immediately): never archive an opportunity before making at least 8–10 touchpoints. Archiving prematurely — especially to free up space and pull new leads from the pool — is not allowed.

Note for TLs: requests for additional deal assignments must now include the SDR's average touchpoints before archive. If an SDR is consistently below 8–10, align with your manager before requesting more deals; exceptions must be reviewed beforehand with Ops + manager tagged, with justification.

Signal	What to Look At	What It Means
Low touchpoints before archive	Avg. touchpoints per archived deal < 8–10	Archiving prematurely to pull new leads from the pool

Signal	What to Look At	What It Means
Low touchpoints before archive	Avg. touchpoints per archived deal < 8–10	Archiving prematurely to pull new leads from the pool

2. The Golden Hygiene Rule

Every active deal must have a future task and recent activity. The automations close anything that sits >30 days with no task. Keep your pipeline alive deliberately — don't let the system close deals you meant to work, and don't keep deals alive that you're never going to touch.

SDR's Daily Checklist (10 min, first thing in LOVA)

[ ] Do I have overdue tasks today? → execute or reschedule with intent (don't drag them).
[ ] Does any active deal lack a future task? → add one now or let it go honestly.
[ ] Any deal approaching the 7-day / 30-day inactivity edge? → touch it before it auto-closes.
[ ] Any New deal sitting un-researched? → research + first outreach today.
[ ] Any nurturing deal inside its contact window? → touch it.

TL's Weekly Checklist (anti-gaming, in LOVA)

Signal	What to Look At	What It Means
Old deals reappearing at month-end	Deals reactivated in the last days of the cycle	Possible gaming: using old pipeline to hit target
Ratio of new vs. reactivated accounts	% of pipeline from net-new accounts	If low, SDR lives off recycling, not prospecting
Many activities, few connects	Activities ÷ connected calls	Activity padding without call quality
Saturated nurturing	Deals in Hot/Long vs. actual future tasks	Drawer to hide deals that should be closed
Future tasks always pushed	Tasks repeatedly rescheduled, never executed	Keeping dead deals artificially alive
Low touchpoints before archive	Avg. touchpoints per archived deal < 8–10	Archiving prematurely to pull new leads from the pool

Principle: gaming isn't fought with speeches. The auto-close automations already remove stale pipeline silently. The TL's job is to read the signals the automations can't catch — like deals kept alive by endlessly pushed tasks.