The Problem With Deal Reviews
Most deal reviews are CRM read-alongs. "Tell me about Acme." Rep talks for 5 minutes. Manager nods. Everyone moves on.
This doesn't help anyone. It doesn't identify risk. It doesn't suggest actions. It doesn't improve outcomes.
What Deal Reviews Should Do
Good deal reviews:
- Identify risk before it becomes a loss
- Challenge assumptions the rep hasn't tested
- Suggest specific next actions
- Build pattern recognition across deals
They're not status meetings. They're strategy sessions.
The MEDDPIC Framework
Use MEDDPIC to structure reviews:
Metrics: What business outcomes is the buyer trying to achieve?
Economic Buyer: Who signs the check? Have we engaged them?
Decision Process: What's the process to decide? Who's involved?
Decision Criteria: What are they evaluating against?
Identify Pain: What problem are they solving? How urgent?
Champion: Who's advocating internally? How strong is their influence?
If reps can't answer these questions, the deal isn't qualified.
Questions That Surface Risk
Ask these in every deal review:
On authority: "When did you last speak to the economic buyer directly?"
On competition: "Who else are they evaluating? What's their angle?"
On timeline: "What happens if they don't do this by [date]?"
On multi-threading: "Besides your champion, who else is engaged?"
On next steps: "What specifically happens next? Who does what by when?"
Vague answers = deal risk.
Red Flags to Watch For
These patterns predict losses:
- Single-threaded to one contact
- No economic buyer engagement by proposal stage
- Champion changes and new contacts appear
- Velocity slows significantly
- Engagement drops after key meetings
Don't wait for the forecast to miss. Act on signals now.
How Technology Helps
You can't review every deal deeply. Technology should:
- Flag deals with risk patterns automatically
- Show engagement trends across the buying group
- Track velocity relative to historical patterns
- Surface competitive intelligence when relevant
Focus human attention where it matters. Let systems handle the rest.
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Frequently Asked Questions
What is MEDDPIC in sales?
MEDDPIC is a deal qualification framework: Metrics, Economic Buyer, Decision Process, Decision Criteria, Identify Pain, and Champion. It helps reps and managers assess deal health and identify gaps.
How often should you do deal reviews?
High-value deals should be reviewed weekly. Mid-value deals bi-weekly. The key is consistency and focusing on deals at critical stages or showing risk signals.
What are red flags in deal reviews?
Red flags include single-threaded deals, no economic buyer engagement, champion changes, velocity slowdowns, and dropping engagement. These patterns predict losses and require immediate action.