Tracking and advancing sales opportunities is crucial in any organization seeking to grow its business with both existing and new accounts. Going detail-specific is key.
To maximize the impact of a sales pipeline review meeting and help both sellers and the company itself, it is imperative to have all data updated prior to the meeting. Comparing current week metrics versus the prior week (or prior period) is also a best practice that enables everyone to get quick info on relevant changes.
By focusing on specific sellers, the company can attempt to provide additional tools ot the team to help advance deals and remove blockers. Below is a non-exhaustive list of topics to discuss with each seller to help share successes throughout the team and aid professionals in their goal of closing more deals.
- Celebration of closed won opportunities
- Description of top unweighted dollar value opportunities, next steps, and blockers to advance
- Identification of lead sources of new opportunities added to the pipe
- Analysis of lost opportunities and reasons
- Ideation of new bundling, pricing, and delivery models for specific opportunities
- Discussion on specific issues that are inhibiting the seller’s success and solution routing
It is also useful to identify next steps in these discussions, assign the task to someone, and add deadlines.
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