Deal Review Playbook | 6-Step Process

It’s the end of the quarter and your pipeline is looking shaky...

on top of that, your CEO... is constantly asking for updates.

which means it’s time for a deal review.

Follow these 6 steps.

Step 1: The 15-minute priority check

Let’s be honest...

you don’t have time to chew through every single deal.

Grab a coffee and prioritize:

• By closing date (what could still land this quarter?)
• By deal size (where is the most money?)
  

This step alone shows you exactly where to invest your energy.

The rest can wait.

Step 2: The communication check

This is where it gets interesting:

• When did your sales rep last speak with the customer?
• Is there a concrete next meeting on the calendar?
  

No contact in the last 14 days and no firm appointment?

Then stop counting that deal in your forecast.

Step 3: Early warning signs

Our system shows you immediately which deals are on the brink:

• One warning? Okay, keep an eye on it
• Two warnings? Time to take action
• Three or more? Be honest – that deal is likely dead

The data doesn't lie.

If there are 3 warning signs, the probability of closing drops drastically.

Don't be fooled.

Step 4: Analyzing the warning signs

You need to address these 9 killers immediately:

1. No concrete next steps – "We'll be in touch" means "We aren't buying"
   
   
2. Only one contact – Your champion gets promoted and your deal is gone
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3. Unknown buying process – Flying blind? Good luck with that
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4. No real problem – "Nice to have" doesn't open wallets
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5. Missing decision-maker – Your contact has no signing authority? Ouch
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6. Pricing discussions postponed – A classic sign of "not really interested"
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7. Slow communication – Deals with momentum have a rhythm
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8. Competition in the mix – Time to change the rules of the game
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9. No urgency – Without a "why now," it stays a "maybe someday"
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Step 5: The action plan

Now let's get specific:

• Define 1-3 specific actions for every at-risk deal
• Set a 48-hour deadline – not next week, NOW
• Every action must be tangible: "I will call the VP today at 2 PM"
  

Stop with the vague "I'll follow up" statements.

Your team leaves the meeting with a battle plan, not a wish list.
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Step 6: The weekly scorecard

Track which warnings have been resolved and which deals are moving.

The result?

• Fewer "surprises"
• More accurate forecasts
• Larger deal sizes

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Conclusion

Quarter-end doesn't have to be a nightmare.

With this process, you can immediately identify which deals are still salvageable and which ones you should cut from your forecast.

Deal reviews aren't a chore...

they are your last line of defense against missing your quarter.

We help ensure your forecasts aren't just a guessing game.

This is how successful CROs do it.
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