Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity to add fresh deals to the pipeline that have a chance to close in the next 90 days.
It appears that there were enough deals in the pipeline and yet here you are again, a few days left in the quarter, and you’re only at 52% of your goal. The quarter started out as it usually does; a “full” pipeline, reps confident they will hit quota this month, and you reporting the good news to the board. But with only a few days left, neither you nor your reps feel good about how the quarter will end.
Your Funnel Is A Fantasy
I hear this struggle from founders and sales leaders all too often and my first thought is – your pipeline funnel is a fantasy. I don’t want to be right, but history tells me I probably am.
So I recommend that we sit down and review every single deal in the pipeline.
I know. It sounds painful. And it can be.
As we review each deal, here’s how I determine if a deal should stay in the pipeline or if I should move it to Closed/Lost.
The criteria for determining if a deal is qualified to be in the pipeline:
Cleansing the pipeline is painful and requires discipline, but it’s much less painful than standing before the board next month and telling them that you missed the target… AGAIN. It gives you and your reps an opportunity to add fresh deals to the pipeline that do have a chance to close in the next 90 days.
So, I challenge you to do a pipeline review with each of your reps, this week, to make sure you end the year with a clean pipeline and a clean conscience.