Hi, welcome to episode nine of The Sales Team Success Formula.

The first 10 episodes of the podcast are designed to be like an audiobook version of The Sales Team Success Formula, but I didn’t actually write the book - I did these podcasts instead!

In other words, if you really want to take a deep dive into exactly what The Sales Team Success Formula is, how it works, what the pieces are, and what it's going to do for you and your team, listen to episodes one through ten.

It'll take you a couple of hours to get through all ten core content episodes just like an audiobook would, but by the time you're done, you're going to have all the details.

You can start with Episode One that's going to give you an overview of the formula and then decide if you want to listen to the rest. 

Here in episode nine, we'll cover deal reviews and pipeline reviews (also called accountability meetings).

Deal reviews follow a similar theme as call reviews but serve a very different purpose. The similarity is that success derives from defining what “good” looks like for a deal or a call (which was done earlier in the formula, see episodes 2-4 for that if you missed it), and then working in the review to get closer to consistent execution around that.

Pipeline reviews on the other hand are a little different, and when you reps become stronger this could be the only meeting you need with each rep each month to keep all of the work we’ve done in the formula on track and your sales team growing within the finely tuned hum of an efficient sales engine and in the energizing environment of a solid sales culture.

These review meetings are the culmination of the work we’ve done in the program, and tie the clarity and agreement about sales execution to management efforts to provide support and accountability. Check these out, implement them and the infrastructure the supports them, and get your B2B sales team on the right track for good!

Here is what you will find in the other episodes in this introductory series:

EPISODE 1:  Introducing The Sales Team Success Formula

EPISODE 2:  Target Client Profiling

EPISODE 3:  Effective Sales Messaging

EPISODE 4:  The Four Level Sales Process

EPISODE 5:  Personal Sales Plans

EPISODE 6:  KPIs & Metrics

EPISODE 7:  Sales Tools & Tech

EPISODE 8:  Call Reviews

EPISODE 9:  Deal Reviews & Pipeline Reviews

EPISODE 10:  Putting the Formula Into Action

Thanks for your interest in The Sales Team Success Formula - and here’s to your success!