Transcript: Hi guys! I’m Anna Talerico, with Married2Growth and here is a quick summary of what I do when an entire team’s pipeline is stuck. I’m not talking about when one rep has a stuck pipeline, I am talking about those dreadful times where it seems like a pandemic has swept the entire team and everyone has deals hanging out longer than they should, somewhere in no man’s land.
First, inspect your stages to really understand where things are stuck. Second, run a quick workshop with your team to go through the fundamental process and skills needed for those stuck stages. And third, run a team deal strategy session to dig into the most stuck deals together. The result will be pipeline momentum.
Here’s what I mean. One, Inspect the stages. Where are your deals hung up? Are things stuck at a particular stage or is it across the board? What’s supposed to be happening at that stage (hopefully you have a playbook to reference)? What steps or commitments might your reps be missing? What skill gaps might be exposed? Determine some probable causes so you have a handle on what’s going on.
Once that’s done, conduct a quick workshop. Bring your team together to put the stalled stage or stages under a microscope. Discuss what is supposed to be happening with deals leading into the stage, reinforce what is ideally happening in the stage, and discuss what is supposed to happen as deals exit that stage to move on to the next. The workshop sharpens the team’s focus on the skills and steps necessary to keep things moving through the stage. Trust that this step will have an immediate action in what your reps are saying and doing because it will.
And finally, a few days after the workshop, conduct a team deal strategy session. Before the meeting, identify the deals that are “most stuck”, based upon your averages. I hate taking reps away from selling time, but I hate a stalled pipeline more, and I know the team deal strategy meeting is beneficial for all. When you take these steps, deals that shouldn’t be in the pipeline will fall out, moving to closed lost. And solid deals that needed to get unstuck will move forward to the next stage.
It may take a few weeks for you to start seeing momentum back in the pipeline, but that’s ok. You aren’t managing a single deal that’s stuck, you are managing to reinforce skill and focus and best practices across your team. And because you do these steps with the entire team, rather than feeling defeated, the reps will collaborate, support each other and generally have a renewed sense of collective purpose. This can actually be an invigorating process for everyone.
And that’s it! This is what I do when the entire team’s pipeline seems like it is stuck in the mud. I’d love to hear how this works for you, so stay in touch. And, thanks for watching—Good luck!