This is how you reduce quota anxiety

Do you have a deal management process?

Most say yes. But then I ask these questions.

• Do you have prepared motions based on likely scenarios?

• Do you know the levers that impact your sales cycles?

• Do you know all the stages that your pipeline goes through and are they the right ones?

This is where things start to get grey. Because the details haven’t been thought through enough.

And that my friends, is where the magic happens.

The Details.

This is why I created my very own Deal Management Checklist + Masterclass.

Here’s some of the key things you should be thinking about when it comes to managing your deals.

Deal Considerations

Types of Deal Processes

There are multiple types of deal processes.

There are transactional, Mid-Stage, and Long-stage sales processes.

Each one of these requires a different process and is contingent on your deal cycle.

Impact on Sales Cycle

• Pricing - the higher the cost, the longer the cycle

• Technicality - the more technical, the longer it takes

• The # of Users - the more people involved the longer the cycle

• The # of Decision makers - more departments = more people

Y’all need to know which levers are within your control and which ones aren’t. This is how your BUYERS think and the areas they consider. Knowing how these impact your deal cycles will allow you to gauge speed to sale.

Pipeline Stages

Each of your deals goes through a range of different activities. Here’s a taste of what you can see in the Deal Management Masterclass. 

• Meeting Set

• Meeting Attended

• Discovery

  • Qualified/Accepted

• Demo Scheduled

• Demo Completed

• Follow Up Scheduled

  • can have multiple of these

• Pricing & Negotiation

• Contract Awaiting Approval

• Contract Out

• Contract Signed

Straight goods - I rarely see pipeline stages this robust. It’s important to know WHERE deals are at so you can learn where they fall apart. The more data and clarity you have the easier it becomes to fix, and improve for the future.

Check out the Deal Management Masterclass and learn how I’ve 2-3x win rates, stopped my reps from getting ghosted and truly understood where and why my deals happened.

So there it is y’all - if you want more details on the Deal Management/Buyer progress just reply to this email saying “I want more of this”.

Until next week,

PS - ALL of this is and way more is also now available in my brand new Sales Leadership Accelerator program. I built this so sales managers (VPs, Directors, Managers) could learn the systems you need to know so you can train your reps better.