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NeverEverStopSelling
Member
3
Sales Manager, Mid-Market
As a manager I personally opt to do a mini pipe strategy sesh in every weekly 1:1 with my reps, vs a huge pipe squeeze where I'm just asking "where dis at" over and over.

Feedback's been positive around just getting a second set of eyes on deals to make sure there's not something we're missing or forgetting. Single-threaded? No real next step? Strategizing prep for the next demo? Talking through an upcoming negotiation? Any questions we are assuming answers to that we should ask? Things like that.
GlenRoss
Politicker
1
Account Executive
I like this idea. How long are your 1:1s? And how much time do you allocate for reviewing deals?
NeverEverStopSelling
Member
3
Sales Manager, Mid-Market
55 minutes each for the 1:1, 25 mins spent on deals in the second half (unless the rep is really eager to talk deals). The format is consistent weekly:

* 10 mins catching up. Really, it's 3-15 mins, just varies, but it's probably ~10 mins most of the time. Some weekends are more exciting than others. Some people like to chit chat and goof off a bit, some people like to cut to the chase.
* 20 minutes on their talking points. Sometimes folks have a bunch of thoughts and feelings, roadblocks and concerns or questions. Sometimes (especially for ramping folks) they have a rolling 'assignment' to bring one or two call recordings to review something specific like booking next steps with a noncommittal buyer. So sometimes we just spend 20-30 minutes 'reviewing tape.'
* 25 minutes on pipeline and deals. I pull up Gong and Clari deal and forecast views, we talk through the month first. Depending on where we are in the quarter, sometimes we talk pipeline coverage for the quarter or the following quarter, to help understand if we're behind the ball on outbound, if we're being too picky about what opps to work, if we're hoarding a bunch of dead junk, etc.
fuzzy
Notable Contributor
1
CMO (Chief Meme Officer)
Usually, I look for good threading without any cracks or dryrot. Pipes made of good burl with a solid frame make for the smoothest experience.  Wait..this isn't about tobacco? 

Not quite sure what you're getting at...they just can't run the reporting on your deals? Or is all your shit manual?
GlenRoss
Politicker
1
Account Executive
Very manual at the moment. 1 hour of asking where each deal is at etc
DaveFromCollege
Notorious Answer
1
Account Executive
I think you hit the nail on the head there. That being said, I'm sure there's value in pipe reviews if you're new or ramping up.
Blackwargreymon
Politicker
1
MDR
As a manager I personally opt to do a mini pipe strategy sesh in every weekly 1:1 with my reps, vs a huge pipe squeeze where I'm just asking "where dis at" over and over.
Clashingsoulsspell
Politicker
1
ISR
Usually, I look for good threading without any cracks or dryrot. Pipes made of good burl with a solid frame make for the smoothest experience. Wait..this isn't about tobacco?
Rachet
Politicker
0
Account executive
100% Agree. We have a Pipe Review with the whole AE team and its a 2 and a half hour meeting where our Manager just goes through each deal in front of everyone and its required. When its been a slow month for everyone aka our closed won is low we do it twice a week. When we are doing well we do it once a month and in both cases I feel the whole time that we are just wasting time. 

But I think NeverEverStopSellings set up is probably the best way to run it and still have a good forecast without being a time sucker 
ViktorfromSales
Opinionated
0
Enterprise Account Executive
We have them and I understand that my manager needs to report up top. It’s my commission on the line if I don’t hit quota but it’s his neck if I don’t perform consistently. 

I aim for a 1 min stand-up per key opp int he pipeline for the month and Q and actively ask for help if any red flags or need help getting an opp unstuck. Quick and effective. Not more than 30min per week. 

hashtag team work dream work
MR.StretchISR
Politicker
0
ISR
Usually, I look for good threading without any cracks or dryrot. Pipes made of good burl with a solid frame make for the smoothest experience. Wait..this isn't about tobacco?

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