Podcast episode
Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck
30 Minutes to President's Club2 Nov 202333 min
Description
https://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages. Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step. Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline. When your reps get really good at this, start teaching them the trick shots. Deal acceleration and combining two steps into one call! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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D, E sales process. Can you talk to me about like, what does that actually look like? Is it a training that you do? Are you changing, putting your sales process and turning those into Salesforce stages? How do you actually operate your sales process so that all of your reps know exactly where their deals should fit within a pipeline review? “The first thing you have to decide is, how do you want people to manage deals?” I think this is the thing that I found is a gap for most sellers is nobody's ever really taught them how to manage their pipeline and to move it forward. They know how to work a deal, do discovery, that kind of stuff. But managing your pipeline is managing a group of these. So, there's, I think, two main ways to do that. One is meeting-based deal management, where you're like,
In CRM
weeks to get in touch with them and they're just cold now? And so, this pipeline review is a high level, are we moving deals through the pipeline by having a next step that is always tied to accomplishing an exit criteria and then asking, do you have a meeting on the books to do that? “Because if you don't, it won't happen. So, this starts to go into, what do you expect” reps to bring to the table when reviewing a deal? So, my expectation is that we could review any deal in one minute. The way that we would review the deal is we would take those five questions that you had by stage, right? Is the problem big enough to solve? Is it quantifiable, et cetera? And the deal review would be, give me the one sentence explanation on how we have
and I want it to be directly tied to the exit criteria that you're trying to accomplish in order to move the deal forward. And so that next step is what I'm expecting reps to come with to the meeting and seeing that it's aligned to our sales process. And if it's not, “that's coaching opportunity. Hey, we're in stage three, and we've already done demos.” Why are we doing more demos? All right, well, that's fine to do more demos with leadership. I totally get that. But how do we leverage that demo to get the stage three exit criteria completed so we can move to stage four and not just do another demo? Oh, okay. Well, yeah. All right. So we're going to get them to agree to a mutual action plan. All right, let's do this.
where they've touched every single opportunity in their pipeline. They have another meeting with every op in their pipeline. But then I ask them, okay, let's say this demo goes well, what are you going to ask for at the end of it? And they don't have an answer. And so, pipeline reviews are oftentimes less about what's happening in the meat and potatoes of the meeting, “but it's more, what are you using that meeting for in order to determine what you can ask that prospect for at the end of the meeting?” At the beginning and at the end, you're going to say, hey, the purpose of this meeting is so that we can demonstrate that you said that you have these problems. We're going to solve these problems with a demo. And we want the demo to serve as the purpose to show you that we weren't lying when we said we could solve these problems. And at the end, we're going to have a conversation on whether or not we have solved this problem for you.