Deal reviews are one of the most, if not the most important duties of sales managers. An effective and efficient deal review cadence can guarantee sales team performance if properly executed.
Proper deal reviews will answer key questions for management and leadership, while also coaching sellers to succeed to improve deal progression, increase win rates and increase revenue.
Today, we highlight six areas of triangulation for successful deal meetings:
- Start with the overall pipeline
- Review at-risk opportunities
- Review buyer and seller activities
- Dig into individual communications
- Inspect who is engaged in the deal
- Inspect key deal moments
We've included a short video that highlights how to run a successful deal review in 2 minutes. You can watch that video here.
How to Conduct a Deal Review Meeting
The difficulty is that in many organizations, deal reviews are not done properly. They can be clumsy, inefficient, and miss key points that are required for success.
To extract as much value out of a deal review meeting as possible, teams should establish a standard cadence that focuses on the factors that impact the outcomes of opportunities.
These deal reviews should be quick and timely, yet thorough as to allow each manager enough time to meet with their reps once per week.
How can sales managers be fast, yet thorough at the same time? That’s where BoostUp comes in.
BoostUp’s advanced activity collection and AI generate insights that not only allow for rapid deal inspection at a deep level but helps managers coach better to increase rep performance.
Complete Deal Review in Two Minutes with BoostUp. Watch the Video.
Deal Review in BoostUp
Deal review meetings occur between sales reps and their leadership team to review specific accounts and opportunities to determine the likelihood of a closed-won deal and the possible strategies for getting those deals over the finish line. With BoostUp, we streamline this process in six impactful steps.
Step 1: Start with the seller’s pipeline
For individual sellers, begin with the overall view of their pipeline. Answer the following questions:
- What stages are their deals in?
- What has progressed since last week?
- What has not moved?
- What deals are at risk?
BoostUp’s AI examines many factors about a deal, including the communications within it to create a risk score. Identify what deals are at risk.
Step 2: Review At-Risk Opportunities
Within the at-risk opportunities, examine what factors are contributing to the risk score. It can be a lack of engagement, no meetings, no progression, a lack of executive involvement, and so on.
Step 3: Review Buyer and Seller Activity
Further, diagnose an at-risk deal in a deal review by examining the opportunity’s pipeline. BoostUp will plot out when emails were sent, meetings took place, phone calls made, and when the next steps were planned.
Activity should be spread evenly across the timeline, ideally with an increasing frequency as the deal progresses, indicating increased excitement, activity, and engagement. Look for a lack of engagement on the buying side and reciprocity of actions.
Step 4: Dig into Individual Communications
Still within BoostUp, continue to the individual communications themselves. The platform will highlight keywords and actions that indicate positive or negative sentiment.
Inspect these emails or listen to phone calls so you can understand exactly what is happening within this deal and coach the seller on how to proceed.
Step 5: Inspect Who Is Engaged in the Deal
The most successful deals engage as many contacts on the buying side as possible. You should see a spread of both low and high-level contacts across multiple departments that are all actively engaged.
If the deal is at risk, understand who is not engaged, why, and how to get them involved.
Step 6: Inspect Key Moments in Detail
BoostUp’s keyword timeline shows when actions like demo or pricing were discussed, what the sentiment was, and if there were objections.
Understand which competitors are involved in the deal and if they are still actively being discussed. Also, see when positive moments were and how to capitalize on them.
Skip the interrogation, the back and forth communications, and focus on strategy, next steps, and outcomes. By using these metrics in BoostUp, managers can rapidly inspect a large number of deals and provide actionable and valuable insight to their reps.