01
What
What do we need to do?
Build a balanced pipeline and deal progression system that smooths out the peaks and valleys.
Deal Conversion Mechanism
Uncontrolled Rollercoaster Results
Feast or famine quarters kill morale and careers. Let's build the consistency that creates predictable success.
02
Why
Why do we need to do it?
Rollercoaster results mean bad forecasts, stressed teams, and leadership that doesn't trust sales.
03
Who
Who is responsible?
Reps own pipeline balance. Managers inspect weekly. Leadership provides coverage guidelines.
04
Where
Where should it be done?
Pipeline reviews, forecast calls, and 1:1s. Consistency comes from inspection cadence.
05
When
When does it need to be done?
Pipeline audit: Week 1. New coverage rules: Week 2. Sustained cadence: Ongoing.
06
How
How will we do it?
Set pipeline coverage ratios. Balance deals across close dates. Push early, not late.
Expected outcomes
Predictable quarter-over-quarter results
Lower stress for reps and managers
Better board/leadership trust
Sustainable pace
Career stability
NEXT MOVE
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