Pipeline & Deal Velocity
Do you know what a good sales management cadence looks like?
01/10/24, 00:00
Who is it for?
Founders and revenue leaders at B2B SaaS companies trying to improve pipeline quality and deal momentum.
When to use?
When pipeline exists but movement is slow, deals stall, or the cycle time is creeping up.
As I mentioned when I started this recent series of blogs, I’m spending a few weeks focusing on the cadence for the sales team. So far, I have covered Pipeline Reviews and Deal Reviews.
As I mentioned when I started this recent series of blogs, I’m spending a few weeks focusing on the cadence for the sales team. So far, I have covered Pipeline Reviews and Deal Reviews. I’m going to cover the following over the next few weeks, as these are, largely, the full set of cadences you should have.
* Weekly Pipeline Review (done!) * Periodic in-depth Deal Reviews (done!) * AE weekly 1-1 discussion: largely operational, but don’t forget some developmental support. * AE monthly (or longer) 1-1 step back: considering career trajectory, key successes, key challenges, … * Similarly, for BDRs or sales managers or SEs, but with different content * Call reviewing: spending time going over recorded calls with your team to improve everyone’s performance * Explicit training: presenting, Discovery, negotiating, product, … * Team meetings: everyone together? What do you do? How often?
This might seem like a lot, and it is. You need to ensure that the frequency is appropriate. That said, if you are not helping people improve, you’re not helping people. There is very little that a sales manager should be deeply focused on that isn’t (a) deal progress or (b) team progress.