Recipe: Deal board for 'next quarter pipe'

While most reps focus on meeting their current quota, sales leaders understand that building a robust pipeline is crucial for long-term success. MeetRecord allows you to create a custom deal board to track the activities and progress of your team’s pipeline generation for the next quarter.

Setting Up a Next Quarter Pipe Deal Board

Follow this step-by-step recipe to create a deal board that tracks early-stage pipeline development. Customize it as needed, and consult your MeetRecord admin to add any missing CRM fields.

Step 1: Filter by Relevant Deal Stages

1. In the Create New Board > Filters section:
   • Filter by Deal Status: Select "open."
   • Filter by Stage: Choose CRM field values for early-stage deals, such as:
     • Discovery
     • Qualification
     • Presentation 1 (or equivalent stages in your process).

This ensures you’re focusing on deals that are in the foundational stages of the sales process.

Step 2: Customize Board Columns

Add columns that provide insights into whether reps are performing the right activities to align with business goals. In the Columns section, include:

• Amount
• Initial Buyer Persona
• Identified Pain
• Next Call
• Close Date
• Stage
• Opportunity Owner

Step 3: Configure Warnings

Set flexible warning thresholds suitable for early-stage deals. In the Warnings section, configure the following:

1. No Activity (10 Days): Flag deals that may have been neglected by your reps.
2. Ghosted (14 Days): Identify prospects who may have stopped responding.
3. Not Enough Contacts (1 Active Prospect, 30 Days): Ensure reps are engaging multiple stakeholders early in the deal cycle.
4. No Power (Director Level or Above, 30 Days Before Close): Confirm reps are gaining access to decision-makers.

Step 4: Set the Board to Show Next Quarter

Focus the deal board on the pipeline closing next quarter:

1. On the Next Quarter Pipe board, set the time period to "Closing next quarter."
2. Share the board URL with your team or ensure they adjust their view to reflect this timeframe.

Why Use a Next Quarter Pipe Deal Board?

With this setup, you can:

• Track early-stage pipeline development and ensure reps are laying a strong deal foundation.
• Monitor critical activities and risks with tailored warnings.
• Drive alignment between reps and buyer needs at the start of the sales process.
• Ensure your team is well-prepared to meet future quotas with a healthy pipeline.

Regularly review and refine your board to maintain a steady flow of quality opportunities for the next quarter.