The Revenue Blog /
How to Inspect Deals (and Win More Revenue)
Zack Cronin
July 19, 2021
5 min read
Deal inspection is one of the most crucial and effective components of a successful sales management strategy.
Consistent, thorough, and complete deal inspection yields a more accurate forecast, more revenue, a faster sales cycle, and more effective sellers.
Since managers understand what is occurring within each deal, inspections allow them to better forecast calls. Further, managers can spot potential issues and help guide reps through each deal, resulting in a higher close rate.
Deal inspection also helps sellers understand exactly what steps they need to take to close a deal. Therefore, they can focus on the tasks that drive success and shorten deal length, resulting in more revenue generated within a given period. Finally, since salespeople are actively being coached through each deal, they become better sellers, requiring less oversight over time.
So, deal inspection is obviously important, but what is the best way to do it?
As you review deals, first check four key components:
Close dateDeal inspection is far more powerful when used within the context of a sales framework. One of the most proven sales methodologies is MEDDICC.
MEDDICC consists of a series of components that every salesperson must identify, cover, and focus on for a successful sale. They are, metrics, economic buyer, decision criteria, decision process, implicate pain, champion, and competition.
When examining deals through the lens of MEDDICC, managers should ensure that each of the criteria is met. If they are not, managers should coach reps through achieving them. For forecasting, a deal should not be included as a win unless components are present and complete.
Forecasting platforms like BoostUp use streamlined workflows, advanced insights, and AI for both a rapid and thorough deal inspection process.
In BoostUp, you can drive straight from a 10,000-foot view of your entire pipeline, down to teams, salespeople, and individual deals so you can see exactly what is driving your forecast.
When inspecting a deal in BoostUp, the most crucial components are immediately surfaced for you.
Here’s what to look for:
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In the end, deal inspection is a great way to not only ensure that deals close, it is essential to your forecasting function. To learn more forecasting best practices, be sure to watch our webinar with SalesLoft, Seismic, and JFrog, here.
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