wHaTyAgOtCoOkInG

Solution Consultant

Catalyst

Opinionated

Member

How often should you do Pipeline reviews?

Our organisation is, buzzword incoming, a unicorn.

Our manager, has us doing:

1*60 min pipe reviews a week

1*60 min group forecast per week

1*40 min (alternative weeks) top 5 deal deep dives a week / gong call coaching

1*60 min 1-1 a week

5*15 min group morning catch ups on what meetings we have per day

5*30 min group end of day breakdowns

Its all a bit bonkers.

🧢 Sales Management

29 comments

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softwarebro

Politicker

Sales Director

So when do you get to sell?

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

Sell? what's that? haha

SalesSpectre

Opinionated

OMG. Micromanagement from hell. I would hate the daily checkin ones.

Maybe im salty but you pay me for results not for my time. Im not hanging around for a stupid end of day breakdown

NorthernSalesGuru

Politicker

Manager, Outbound Sales

This seems excessive...

Forecasting and pipe review is important.

That said, there’s a certain point where the exercise can become counterproductive.

I can only imagine the sales people hate all these meetings.

Doing it so frequently to me at least demonstrates a very micro managed operation.

We do 1 forecast meeting per week with our team and a bi-weekly/semi-monthly pipe review with your manager

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

I like this! Our 1-1 Pipe reviews are Tue and group forecast is Friday... on 50% of the deals, no change

MajorB

WR Lieutenant

Feels overmuch. When do you actually sell?

we do:
1 60 min group forecast
1 30 min 1-1 pipeline
1 30 min 1-1 skills development session
1 60 min team call review
1 60 minute team meeting

the team meeting is often cut to 30 if there’s nothing to talk about & last week of the month everything is canceled for closing business.

LordBusiness

Politicker

Chief Revenue Officer

I review my teams Pipeline about 27 times per day, but not in detail with the rep. This schedule is pretty hilariously insane. Sounds like you have yourself a sales manager who loves the sound of their own voice.

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

"pretty hilariously insane"

CuriousFox

WR Officer

🦊

Damn this feels like overkill.

Grant_Horun

Politicker

Account Executive

Once a Week - 15-30 mins tops

Shooter

Contributor

BDM

I have bi-weekly opportunity updates with my SDR’s and the occasional one off update if something moved prematurely. Cadence seems to work for us

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

I had to stop the meetings with SDRs over accounts, as we have recently reshuffled our BoB and they are hiring 5 more for our segment. So I need to get back on this, but genuinely, only so much time in a week. I start my day at 7am, so I can get all the admin stuff done in the first 90 mins of the day.

Savagedoge

Tycoon

Account Executive

That's a lot of meetings. Is this how we become a 🦄?

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

speak it into existence haha

Tiga

Senior Account Executive

Hey,
This seems like a lot and you also have to take into account the time you are prepping for those meetings.

You should never have more than 2 hours / week on pipeline.

If done correctly, it should all be visible to your manager through dashboards, Salesforce, etc

1hour 1:1 on all subjects bi weekly is plenty for me

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

Love this!

MSPSales

Politicker

Partner Development Manager

That sounds exhausting. Sounds like your manager is spending too much time micro managing and not enough time actually supporting you

Blackwargreymon

Politicker

MDR

Damn this feels like overkill.

ri_ri

WR Officer

Account Executive

I just quit from a job where the manager made us do this, despite overachieving my number last year. We had to do so many meetings.

And most meetings were just our team, not company wide mandate. The main problem was that the manager was inexperienced, but even with constant feedback to the VP that we basically have no time to sell, they decided to keep the manager so most of my team bounced.

I think weekly pipe is ok, 30min max, but if there are no updates, you should be allowed to cancel it. Ideally pipe is once every two weeks or once a month.

Captain_Q

Arsonist

Sr. Account Executive

Your current process is way too much. BUT, it is extremely important to review the pipeline at least once a qtr. As salespeople, we hold onto things tighter than a sailor to a sinking ship but sometimes we need someone to tell us to let go and move onto the lifeboat...aka the next deal.

Annie Duke just said it perfectly. If you have a 10% chance of winning a $100k deal and an 80% chance to win a $50k deal. In reality, the $50k deal is actually worth more.

Seek guidance, get other's opinions, crush deals.

-CaptQ

PeterSwan

Opinionated

Sales Specialist

Basically, I would say, we're doing it as same as you.

RedLightning

Politicker

Mid-Market AE

That's legitimately an entire day's worth of forecasting each week. You're losing 20% of your work week to talk about what you're doing and where you can improve in the other 80%

StraightCashHomey

Politicker

Manager, Commercial Sales

As a manager, I don't have enough time in the week for all of that. We review top deals as part of their weekly 1:1 down to a certain value dependent on where we are in the quarter. I also hold a group top deal review every Thursday afternoon (things change rapidly during the course of the week and I have my review with my boss on Friday).

CaneWolf

Politicker

Call me what you want, just sign the damn contract

I got exhausted reading this. Fuck that.

Salespreuner

Big Shot

Regional Sales Director

Once in 2 weeks
Helps justify actions taken - contact strategy, connection strength etc

Justatitle

Big Shot

Account Executive

Yeah this is micromanagement overboard. Honestly 1 time a week should suffice. If it needs to be talked about almost everyday there’s a bigger problem

MinisterOfChaos

Politicker

Commercial Account Executive

Don't managers have other meetings that they need to be in attendance for? Like with their bosses, and their bosses' bosses?

What you've laid out is nearly a full 8 hours of work time every week in which you are not selling.

1 whole day.

Is your team hitting goal? If not, I would quickly point to this and say, "You're handicapping us!"

This is straight lunacy. Is your manager new? Did you all get some crazy amount of funding recently which is why it's so important that every step of every deal be scrutinized in this manner?
Straight cuckoo for CoCo Puffs.

MR.StretchISR

Politicker

ISR

I'm an SDR at a startup - brought in to conduct inbound and build our outbound process. I'm responsible for ID, prospecting, qualifying and booking meetings, and my commission is based on meetings attended rather than booked.

Clashingsoulsspell

Politicker

ISR

The attended piece is most important to ensure low # of lazy bookings, but the points system really incentivizes prospecting high-value leads and working hard to get end users to bring managers/decision makers to demos

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wHaTyAgOtCoOkInG

How often should you do Pipeline reviews?

29 comments

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