Focus on deals that need attention

MeetRecord’s deal boards help you identify high-priority deals that need immediate attention. Use them to ensure action plans and resources are in place. We recommend reviewing the board weekly, especially before 1:1s and pipeline reviews.

Step 1: Review Your Team’s Deals

Filter for Open Deals:

• In the Edit Board > Filters section, select the CRM field for "deal status" and set it to "open." (or set "closed won" to false and "closed lost" to false)

Select the Time Period:

• Choose a specific timeframe, such as “Closing this quarter,” and toggle the view to Deals.

Add Filters and Group Deals:

• Customize the view by adding filters or grouping deals based on your needs.

Validate Totals:

• Ensure the deal count and total amount match your expectations for each tab.

Step 2: Conduct a Pulse Check

Examine four key data points to identify areas requiring further investigation:

Activity Levels:

• Sort deals by activity and focus on bidirectional engagement, not just outreach by your rep.

Activity by Stage:

• Check whether activity levels align with the deal stage.

Next Calls:

• Verify if follow-up calls are scheduled and whether they’re timely enough to maintain momentum.

Warnings:

• Look for AI-generated warnings that flag potential risks in your pipeline.

Tip: If subscribed to the board, use your weekly deal digest email to get an overview of pipeline health before diving into the board.

Step 3: Drill Down into Specific Deals

For shortlisted deals, take a detailed look:

Check Multi-Threading:

• In the Activity tab, review whether multiple stakeholders are involved.

Review Key Interactions:

• Analyze recent emails and calls with key contacts. Confirm if the back-and-forth aligns with a healthy deal.

Engagement of Key Titles:

• In the Contacts tab, ensure the right decision-makers are active for the deal stage.

For critical deals, dig deeper to gather more insights.

Step 4: Communicate Asynchronously with Reps

Address specific concerns before your next meeting:

Tag Reps in Comments:

• Add comments on the account or specific activities, such as calls, to highlight issues or ask questions.

Focus on Strategy:

• Keep follow-up conversations focused on solutions by addressing factual questions asynchronously.

Set Sensitive Comments as Private:

• Limit visibility to the rep if discussing sensitive topics.

Tip: Encourage reps to tag you in comments for input or to flag issues before your meetings.

Step 5: Prepare for 1:1s

Tailor your preparation based on the rep’s experience:

Focus on Newer Reps:

• Pay close attention to every deal.

Spot Check for Experienced Reps:

• Perform a brief review for your most tenured team members.

Filter Deals by Rep:

• Use the board to view individual reps’ deals and repeat steps 1 and 2 to stay updated.

Step 6: Discuss Blockers, Strategy, and Plans

Use your 1:1s or team pipeline reviews to:

Identify Issues:

• Discuss challenges in deals and identify bottlenecks.

Strategize Solutions:

• Brainstorm action plans and determine how to move deals forward.

Collaborate Across Teams:

• Tag other team members in comments to share customer context or seek input.

Align Ahead of Meetings:

• If meetings focus too much on fact-checking, revisit these steps and align with reps on preparation for future reviews.

By following these steps, you’ll ensure a thorough review of your pipeline, enabling strategic decision-making and more productive 1:1s and pipeline meetings.