1. Inventory every active workflow
List the workflow name, trigger, purpose, owner and the customer journey stage it supports. If nobody can explain why a workflow exists, it is a candidate for review.
2. Look for duplicate entry conditions
Multiple workflows triggered by the same form, tag or pipeline event can create duplicate messages and conflicting CRM updates. Compare triggers and re-entry settings carefully.
3. Check stop conditions
Replies, booked appointments, status changes and manual sales actions should often pause or remove contacts from nurture. Missing exit logic is one of the most common causes of over-messaging.
4. Validate opportunity ownership
Confirm that new opportunities receive the correct owner, stage and task. Routing rules should be predictable and documented.
5. Review delays and business hours
Timing that looked reasonable when a workflow was created may no longer match the sales process. Check waiting periods, time-zone behavior and communication windows.
6. Test edge cases
Run real test contacts through reply, booking, cancellation, no-show, duplicate submission and disqualification scenarios. The audit is complete only when the exception paths are understood.