Every good sales leader runs a weekly pipeline review call with his sales reps. When done well, these calls help sales teams align to goals and focus on the right deals so they can crush their numbers. When they fail, it leads to frustrated managers and stressed out sales reps. Sales reps and managers spend hours getting ready for the weekly pipeline call. Yet they still miss sales targets, miss out on commissions and sometimes even lose their jobs. Pipeline review calls fail to positively impact the business when they are not structured, consistent or data-driven. A great way to reverse this trend is to answer the right questions. Download the 14 questions that every sales team should be able to answer on pipeline review calls, beginning with:
- How are we trending to quota?
- What has changed in our pipeline?
- Which reps require attention?
- Which deals should we focus on?