Guides · Guide
CRM hygiene: a weekly checklist for sales managers
In short: you can only trust the CRM if the data is current. Run these seven checks
in the same order every week; give each an owner and a number you compare against next
week.
Why weekly?
Daily checks wear the manager out; monthly checks catch problems far too late. A weekly rhythm is enough to catch forgotten work before the customer is gone, and it tells the team "these numbers are being looked at".
The 20-minute checklist
- Ownerless records. Reassign open leads and deals with no owner, or still sitting with someone who has left.
- Leads with no response. The number of leads never contacted, and the age of the oldest.
- Overdue activities. Calls, meetings and tasks past their date but not completed. If they were done, close them; if not, reschedule.
- Silent deals. Open deals past the stage threshold with no next step.
- Stuck stages. Deals sitting in the same stage longer than usual; often a sign that nobody has reached the decision-maker.
- Past close dates. Deals whose expected close date has passed but are still open. Update the date or close the deal, or the month-end forecast will be wrong.
- Missing basics. Contacts with no phone or email, deals with no amount.
Write the numbers down
Keep one number per check (e.g. "overdue activities: 38") and look at the same number next week. Discipline forms when the numbers fall week after week; one-off big clean-ups slide back within a few weeks.
How to talk to the team
- Share individual results one-on-one; discuss team totals in the group meeting.
- Explain once why each check matters; talk about outcomes, not rules.
- Make progress visible: "12 fewer overdue tasks than last week".
CRM Warden runs all of these checks automatically every day, routes each issue to its owner and reports a weekly CRM discipline score to you.
Free CRM health scan