Want to gain more respect from your manager? Next pipeline review: Talk about the risk in your opps, and what could potentially derail the deal Instead of sharing all the reasons you think the deal will close. The latter is giving happy ears. The former shows you’re proactive, pragmatic and attentive to detail. (Side note: if you didn’t think the deal could close, it wouldn’t be in pipeline to begin with) In my experience, the highest performing reps are optimistic at the top of funnel, and skeptical at the bottom of the funnel. Even though it may sound counterintuitive to some, give it a shot.
You mean I shouldn't tell “Yo Mama Jokes?”
I would change this, at least for me, just slightly. I am never skeptical. If I have a deal qualified and I am doing all of the right things from a sales process perspective, I am always optimistic about my chances of closing the deal. That said, I am always looking for gaps or red flags and developing tactics in order to fill those gaps and eliminate the red flags. And yes, I do fully review all of that with management. Thanks for a great post.
For AM's... if you want a reality check; work with your CSM to dive deep in adoption data.
Bonus points if you come with 1-2 things you’ve identified could be actioned to manage the risk in those deals with a goal to walk away with a game plan together!
Great to be pragmatic - it shows you're looking at all ends of the deal to understand risks and opportunities and not just looking through rose colored glasses.
Great point! Alex Bruschi
Not only does it show those things you talked about... The exercise actually forces you to analyze why it might not close. I think a lot of people don't even really think about it.
1) Risk 2) POV on a plan of action Every time.
VP Global Growth Sales at LaunchDarkly | Hiring SDRs in Boston!
10moWant to gain even more respect? Next pipeline review say this to your manager: "I've got this completely under control - I'll finish well over quota. Why don't you go play Zelda, you've earned it."