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Pipeline Reviews with Manager

New boss who insists on doing a pipeline review weekly with each sales person. We have a wide range on the team, from fairly new to sales to very SR enterprise level reps with 25+ years of experience. Some of the more senior reps feel this is total micromanaging and being at a very senior enterprise rep level pipeline reviews should be reserved for reps under performing or reps new to sales/lower level. Thoughts?

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9
GrizzleMcThornBody
Arsonist
+12
EVP - RevOps
pipeline review can be painless. if people are kicking ass you gotta adjust it to be relevant. if a top performing AE comes in. im like did you catch the game? anything goin on in your pipeline that you need to chat about? no? ok cool have a good one.

shit bags you gotta stick to the granular and follow up w them.
UrAssIsSaaS
Politicker
+8
SaaS Eater
Have the senior reps given him that feedback? My guess is hes trying to get a feel for whats going on and where things stand. It aint gonna change unless someone brings it up.Β 
Sunbunny31
Politicker
+5
Sales Executive
I have a 1:1 weekly with my manager.Β  Β It's also her way to make sure I'm supported in the deals I'm working on and to get ahead of potential hurdles, both internal and with the customer.Β  Granted, I'm new here, but also came in as a senior rep, so it's more a factor of us getting to know each other and working styles, as well as her coaching me through the flow and terminology of this company.Β  Β It's 1 hour or less a week, she can then comfortably report to upper management, and I'm shielded from additional micromanagement.Β  Β I consider it a necessary part of the job, frankly.

But again, notice I did mention I'm new.
de
deathbysales
Politicker
+2
Strategic Accounts
I too have a weekly one on one but he put this additional pipeline review on the calendar. This is in addition to two weekly team meetings.Β 
Sunbunny31
Politicker
+5
Sales Executive
Right, so that does seem like overkill.Β  We have monthly team meetings and then these 1:1s, and then we have the ability to request additional help if/when needed.Β  Β 
Diablo
Politicker
+7
AE
Pipeline review once a month (in the 3rd week) looks good so we know what can be expected this month as manager has to translate that to the management. But every week is certainly micromanaging unless you ask your manager his goal behind doing thisΒ 
Justatitle
Politicker
+11
Mid Market AE
We do a weekly pipeline review meeting at my current org and it’s rather painless if it’s real pipeline and you are up front about the opportunities you are working. The point of ours was so our VP would get transparency and stop passive-aggressively chattering individuals about their deals…
Mobi85
Politicker
+5
Regional Sales Manager
Seems like overkill to me, I could understand a once per month meeting to understand where someone is to their quota.Β  A monthly meeting can help determine if they will hit or miss, also a chance to learn more about how the manager can help their individual reps who are missing.Β  Also could compile all the data and then over a few month basis understand if the pipelines are just smoke with no fire behind them and purely fabricated numbers or if what a rep is putting on paper will actually hit.Β  Weekly meetings like that are just a drain on momentum on the week and I find useless.Β Β 
dcarb
Good Citizen
Account Manager
Pipeline reviews can be micromanaging for sure but it depends on the Manny.Β  If they ask a senior rep a lot stupid questions about deals...like really basic qualification shit for example, where your response would be "are you serious Clark?" then I would be pissed that I had to sit through that nonsense on a weekly basis.Β  Especially if the Manny adds no input or value AND doesn't remember shit about the previous week's conversation and proceeds to ask you the exact same questions about the exact same deals.Β Β 

However, this often times is a weekly "synch up" where your Manny really just wants to know what you are working on, what's coming in and is trying to gauge how busy you are, if you need help, and what he/she can do to help close some deals out.Β  A good Manny will know which reps need attention and constant direction and which reps don't.Β Β 
taylor
Opinionated
+3
Strategic Account Executive
I think a good questions to uncover is _why_ they're doing it. Is it because they're getting pressure from their leadership team? Is it because the company is about to go under? Your team should try to learn why they feel the need to do this.Β 
de
deathbysales
Politicker
+2
Strategic Accounts
Because this person is a micromanager who read a book on how to be a sales leader. Checking a box.Β 
goose
Politicker
+12
Sales Executive
In my experience, increased inspection usually comes around when people fail to hit their forecast.

"Trust, but verify." - Ronald Reagan
goose
Politicker
+12
Sales Executive
If you are a sales person with 25 years of experience and can't handle a pipeline review then you shouldn't be in sales. Β Your boss is getting a ton of pressure from up on high and needs your help to keep their boss off their ass. Β Help him out and you get to golf whenever you want.
de
deathbysales
Politicker
+2
Strategic Accounts
Well actually this person is new and not experienced with managing senior level reps. Our team also exceeds quota on a regular basis so no it's not coming from higher ups. It's a person checking a box. No I can't handle a pipeline review weekly that is a waste of my time, that may also be why I am good at sales, I know where to spend my time.Β  Regurgitating crap that is in my opp note this person can just pull. Don't waste my time, I would prefer to be selling.Β 
2
Pipe reviews suck
Discussion
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7
How often should you do Pipeline reviews?
Discussion
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