The Q1 Hangover is REAL

Why are you chasing “slipped” deals?…there is a better way

The reason deals slipped, the reason your forecast missed, the reason you got a surprise late in the process...is all the same problem.

Revenue leaders, your sales managers don't know how to identify risk in a deal like you do. The organization has not defined "HOW" to look at potential problems that could arise in a deal in a proactive and consistent way.

So your sales leaders "manage" deals by just staying busy reviewing data, talking with prospects and reps without having an understanding of what matters most in winning the deal.

This problem is causing your to hemorrhage revenue because by the time you figure out the problem to is often too late and your late stage executive heroics are not not going to change the prospect mind.

The good news is that you can fix this before Q2 becomes another revenue disappointment.

1. Executives needs to document what you consider risk in a deal and how you find it (We use TRAP, releasing later this month!)

2. You need to align with sales leaders on HOW to review deals, to find and manage these risks(we call this pipeline management)

3. You need to map these risk into the forecasting segment you use, so a commit deal has "x" number of risks or only specific risks and best case have "y" number etc.