Pipeline reviews
6 min read
How to run a 20-minute Monday pipeline review
Start with what slipped, decide one next step per deal, and stop reading the board out loud. The format our customers use.
Nadia Haddad
Most Monday reviews take an hour because the manager reads the board out loud and each rep explains every deal. The teams that get it under 20 minutes do three things differently.
Start with what slipped
Open the forecast, not the board. Look at the deals that passed their close date or went quiet since last week, and nothing else first. Each one gets a decision: a new date with a reason, or out of commit.
One next step per deal
For every deal you discuss, write down one next step with an owner and a day. If nobody can name the next step, the deal is not in commit.
What to skip
Skip deals that moved forward on schedule. The timeline already shows the emails and calls, so there is nothing to report on them.
A team of eight sellers we work with went from an hour to 20 minutes in two weeks with this format.
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