Friday reality review
Use this skill on Friday afternoon, or whenever a week's commitments need reconciling against what actually happened, per rep and for the team. Produces a Friday Wrap Scoreboard: won and lost, presentations, Call 1s held versus booked, versus target, slipping deals with the reason from call notes, a category per rep (Delivered, At Risk, Blocked) and three coaching questions for each Friday one-to-one. Also use for "Friday wrap", "what slipped this week", "Monday commitments versus Friday", "weekly reconciliation", "who is at risk this week".
Tony DowlingDirector, CONVRGApplies at the end of the week, when Monday's commitments meet Friday's reality. Produces one scoreboard per rep, a team roll-up, and the three questions each one-to-one should start with. The principle: look behind the numbers, surface what slipped and why.
The play
- Scope the week, Monday to Friday. Run the reconciliation for each rep individually, then roll up to the team.
- Pull the week's telemetry from HubSpot by deal owner: deals Closed Won and Closed Lost (count and value); presentations made or sent (the ask for cash); Call 1s held versus booked; slipping deals, meaning any deal whose close date moved into next week or month, or that carried a close date this week and showed no stage change and no logged activity.
- Establish targets per rep. First a target or quota property or report in HubSpot. Then the client's targets sheet in the client brain, matched to reps by name. Neither: say so and compare week over week instead.
- Cross-reference call notes and meeting transcripts for the why behind every stall or slip: a named blocker, a competitor, a budget freeze, a champion gone quiet. Where a note contradicts the HubSpot stage, trust the note for context and flag the discrepancy.
- Categorise each rep: Delivered (met or beat commitments), At Risk (slippage, pipeline pushed), Blocked (a genuine external blocker needing management intervention). A rep with no activity at all is flagged explicitly, never omitted.
- Build the Friday Wrap Scoreboard: a ranked table, a short "what slipped and why" callout from the notes, and three coaching questions per rep aimed at a clean slate before the weekend. Layout and question patterns in references/scoreboard-and-questions.md.
- Deliver by audience. Each rep sees their own line, slips and questions. The manager sees the full team table, roll-up totals, and the At Risk and Blocked list. The team sees the shared headline numbers and categories. Present on screen, then write a dated "Friday Reality Review" document to the client brain with the manager view as the main file and per-rep sections inside it. Chat or email routing per audience is a bonus when connected; skip it cleanly when it is not.
- First run only: ask what time the review should land and confirm recipients before scheduling anything.
What good looks like
- First thing I check that most people skip: close dates that moved. A pushed close date is the most common slip and the least often discussed, because the pipeline total did not change.
- Second tell: a deal with a close date this week and no activity logged. Either the rep is working it off-system or nobody is working it. Both need a question.
- The mediocre version: a won/lost total, a pipeline number, "good week team", and a one-to-one that starts with "how was your week".
- I know the scoreboard is right when every At Risk rep has a named deal and a reason drawn from the notes next to the category, and the coaching questions could not be asked of anyone else.
- I know it landed when Monday's commitments come in smaller and get kept.
Rules
- MUST run per rep first, then roll up.
- MUST treat a moved close date as a slip, whatever the stage says.
- MUST flag a rep with no activity rather than leave them off the table.
- MUST write three rep-specific coaching questions per rep.
- NEVER let a note and a stage disagree silently. Trust the note, flag the gap.
- NEVER guess a target. Fall back to week over week and say so.
- NEVER schedule the first run without confirming time and recipients.
references/scoreboard-and-questions.md
Friday Wrap Scoreboard
Table
Ranked by category (Blocked, then At Risk, then Delivered) and within category by value at risk.
| Rep | Won / Lost (n, £) | Presentations | Call 1s held / booked | vs target | Category |
Roll-up line beneath the team table: totals for each column, and the count of reps in each category.
What slipped and why
One block per At Risk or Blocked rep. Each slipped deal gets a line:
[Deal name] · £[amount] · close date [old] → [new] · [reason from notes, in the prospect's or rep's words] · [HubSpot stage, flagged if it disagrees with the note]
Reasons worth naming: a named blocker inside the account, a competitor mentioned, a budget freeze, a champion gone quiet, a proposal not yet sent, a close date that was never real.
Categories
| Category | Condition | What the one-to-one is for |
|---|---|---|
| Delivered | Met or exceeded Monday's commitments | Lock in what worked; set next week's number |
| At Risk | Slippage on one or more deals, pipeline pushed, commitments missed without an external cause | Find the real reason; reset the plan for the slipped deals |
| Blocked | A genuine external blocker the rep cannot clear alone | Agree the management intervention and who makes it |
| No activity | Nothing logged, nothing in the notes | Establish whether the week happened off-system or did not happen |
Coaching questions
Three per rep, specific to their line. Patterns, with the data each one needs:
| Pattern | Needs | Example |
|---|---|---|
| The pushed date | A deal with a moved close date | "The [account] close moved to the 14th. What did they say that made the 14th more real than the 7th?" |
| The silent deal | A deal with a close date this week and no activity | "[Account] was due to close this week and there is nothing logged since Tuesday. Where is it really?" |
| The missing ask | Presentations below commitment | "You committed to three presentations and made one. Which two conversations got to the money and stopped?" |
| The no-show | Call 1s booked above Call 1s held | "Two of five Call 1s did not happen. Were they confirmed the day before?" |
| The blocker | A Blocked category | "What do you need from me on [account], and by when?" |
| The clean slate | Any rep, last question | "What is the one thing you want off your desk before Monday?" |
Avoid: "how was your week", "what are you going to do differently", anything answerable with "fine".
Delivery by audience
| Audience | Gets |
|---|---|
| Individual rep | Own line, own slipped deals, own three questions |
| Sales manager | Full team table, roll-up, At Risk and Blocked list, every rep's questions |
| The team | Team table with headline numbers and categories only |
Primary: on screen, then a dated "Friday Reality Review" document in the client brain, manager view as the main file with a section per rep.