01
What
What do we need to do?
Implement a standardized deal tracking system with clear stage criteria and mandatory qualification checkpoints.
Deal Conversion Mechanism
Lack of Transparency
You can't manage what you can't see. Your deals are black boxes, and surprises are killing your forecast.
02
Why
Why do we need to do it?
Without visibility, you're managing in the dark. Bad deals hide until quarter-end, and coaching happens too late.
03
Who
Who is responsible?
Sales Operations owns the framework. Managers enforce compliance. Reps input accurate data.
04
Where
Where should it be done?
Your CRM becomes the single source of truth, with weekly inspection meetings.
05
When
When does it need to be done?
Week 1 - define criteria. Week 2 - train team. Week 3 - enforce new standards.
06
How
How will we do it?
Create exit criteria for each stage. Build dashboards. Institute deal inspection cadence.
Expected outcomes
Complete visibility into every deal
Earlier intervention on stuck deals
Accurate forecast within 10%
Coaching based on data, not gut feel
No more quarter-end surprises
NEXT MOVE
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