30 Minutes to President's Club | No-Nonsense Sales #222 - Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck
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Nov 2, 2023 Learn the importance of deal and pipeline reviews in the sales organization. Discover the significance of following a sales methodology and having clear processes for each deal. Explore how to effectively teach pipeline management and master the review process. Find out about leveraging resources for sales success, conducting effective pipeline reviews, and best practices for a successful review.
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Choose and Define Sales Stages
- Decide whether to use meeting-based or stage-based deal management and align it with Salesforce stages.
- Define clear exit criteria for each stage to ensure consistent deal progression.
Ban Story Time in Deal Reviews
- Stop reps from telling lengthy deal stories in pipeline reviews; focus on status and next actions.
- Validate if previous week's agreed next step was completed, and plan how to move deals forward.
One Minute Deal Review Rule
- Reps should review any deal in one minute with clear sentence explanations of exit criteria achieved.
- Discuss next steps aligned to exit criteria with meetings scheduled to move deals forward.