Do's, Don'ts, and Examples of Pipeline Hygiene & CRM for Channel/Partner Plays

Maintaining rigorous pipeline hygiene and CRM best practices is essential for channel and partner sales success. This in-depth guide covers standardized processes, common pitfalls, technology integrations, and real-world case studies. Learn how to drive data quality, improve forecasting, and build a scalable indirect sales engine through practical steps and proven strategies.

All opportunity data must be entered in CRM within 24 hours of creation.
Mandatory fields (partner ID, close date, deal value, decision maker) must be completed before an opportunity can be advanced.
Opportunities inactive for 90 days will be reviewed and either closed or escalated.
Duplicates will be merged monthly; conflicts are resolved per the deal registration policy.
Partners must complete CRM onboarding prior to being issued lead assignments.
Pipeline hygiene metrics will be reviewed quarterly with all channel stakeholders.

All opportunity data must be entered in CRM within 24 hours of creation.
Mandatory fields (partner ID, close date, deal value, decision maker) must be completed before an opportunity can be advanced.
Opportunities inactive for 90 days will be reviewed and either closed or escalated.
Duplicates will be merged monthly; conflicts are resolved per the deal registration policy.
Partners must complete CRM onboarding prior to being issued lead assignments.
Pipeline hygiene metrics will be reviewed quarterly with all channel stakeholders.

All opportunity data must be entered in CRM within 24 hours of creation.
Mandatory fields (partner ID, close date, deal value, decision maker) must be completed before an opportunity can be advanced.
Opportunities inactive for 90 days will be reviewed and either closed or escalated.
Duplicates will be merged monthly; conflicts are resolved per the deal registration policy.
Partners must complete CRM onboarding prior to being issued lead assignments.
Pipeline hygiene metrics will be reviewed quarterly with all channel stakeholders.

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