Simple Deal Inspection Framework

Steve McKenzie
Are you in control of your business?

Your efficacy as a sales leader is judged not only on your ability to hit the number but equally important (sometimes more), on your ability to predict the number. Data analysis aside (topic for a different blog) deal reviews are an important activity for managers to understand where a seller is in their deal. Forecast calls are super stressful if you’re not confident!

Sales managers beware. Don’t fall into the trap of asking a seller to tell you where they are in a deal? You’ll likely get a long story with lots of information that is hard to decipher. Also, most sellers are optimists and nervous to deliver a bad forecast so end their story with a comment like; I feel good about it. I’m gonna win it, boss!

Tip one – be clear

If you want to come out of these conversations with more clarity, try this approach;

  1. Set clear expectations on the format for deal review sessions so they can fully prepare.
  2. Let them know it is equally important to hear both what they do know, as well as what they don’t know.
Tip two – the 4 x Why’s

There are many sales methodologies that go a lot deeper than this, but for quick deal inspections, I find the 4 x Why’s an easy way to help see through the mist

  1. Why?
    • Why are we talking to them?
    • Why are they talking to us?
  2. Why now?
    • Is there a compelling event?
    • What happens if it’s not done now?
  3. Why us?
    • vs. the competition?
    • vs. doing nothing?
  4. Why not?
    • What are all the things that could cause this not to happen?
    • What are all the risks?

This information will not only help inform the likelihood to close (for forecasting purposes) but will also provide you a great opportunity to strategize with your seller on what to do next.

After all … It’s easy if you know how!