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How Elite Teams Review Deals
Structure your deal reviews like the top 1%
If you want your sales meetings to pack a punch, it’s time to rethink your deal review process. Elite sales teams don’t just skim the surface they dive deep and focus on what truly moves the needle.
The secret? They use a clear, consistent structure that highlights deal health, uncovers risks, and surfaces next steps. This isn’t about rehashing every detail it’s about laser-targeted questions that push deals forward.
Start with these three pillars:
Qualification: Is the deal really a fit? What’s the buyer’s motivation and budget?
Timeline: Are decision-makers aligned? When is the close date, and is it realistic?
Next Steps: What’s the immediate action? Who’s accountable?
By focusing on these, your team will stop wasting time on dead deals and start prioritizing the opportunities that are most likely to close.
Elite teams also make deal reviews a two-way conversation, encouraging reps to share roadblocks and brainstorm solutions together. This builds trust and accountability, creating a culture where every deal gets the attention it deserves.
Action Steps to Elevate Your Deal Reviews
Adopt the 3-pillar structure: Qualification, Timeline, Next Steps. Use it every meeting.
Train your reps to prep concise updates addressing these key areas.
Encourage open dialogue challenge assumptions and surface hidden risks.
Document next steps and assign clear owners to keep deals moving.
Review deals weekly and adjust your coaching focus based on pipeline health.
Make your deal reviews sharper and watch your close rates climb.
