How do you check the health of your pipeline?

    I will take a completely different approach.

    Pipeline meetings are the perfect place for career and skills development.

    This strategy works for the most advanced and newest members of your team. Ask one simple question for each deal you discuss.

    Convince me what it will take to close this deal by XX date? And if it won’t close, what would prevent it?

    This teaches real accountability, by showing them how to come prepared to a pipeline meeting.

    Additionally, you can still ask and use all the other suggestions mentioned, but I find starting at this 60k foot view is most helpful in long and short term.
    The only “gotcha” in this scenario is that a manager will often believe the sales rep because of their own happy ears. One must keep digging to get to the truth.

    If the deal falls through and you say, “But you told me!”, then that is actually on the leadership for not asking enough of the right questions.

    What playbooks mean to today’s revenue teams?

    Playbooks are only as valuable as the line manager and rep are willing to be held accountable to them.

    Some plays can be very specific (scripts), other plays need to be treated as an outline.

    What’s the effect of COVID-19 Outbreak on sales?

    Here’s what will happen in the next few weeks and how the early adopters are already planning ahead.

    1. March 9-16: Scramble to get WFH set up

    2. March 16-20: Adjust to WFH and start reviewing projections (down 50%)

    3. March 22-27: Focus on the closing quarter. Next week, finalize new projections, discuss headcount

    4. March 30-Apr 3: Finish the quarter, revise numbers, start layoffs

    5. April 6 and on: Do layoffs and then plan to move forward

    Early Adopters, while doing all this are already researching and discussing how we keep the team motivated through training.

    The ones who do will realize it’s about conversions.

    Meaning every new conversation, every customer is about being human and real. But also focusing on what it takes to convert at each stage of the sales cycle.

    This goes back to training, and the early adopters are already having these conversations about online training, virtual training, and if permitted, onsite training.

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