How to Run a Weekly Deal Review as a Sales Manager
A weekly deal review is the highest-leverage coaching activity a sales manager has — if it’s run as an inspection, not a status update.
The goal
- Surface deal risk early (before quarter slip)
- Coach reps on qualification and next actions
- Produce a forecast you can trust
The structure
1) Pre-work (10 minutes before the meeting)
Review for each rep:
- Deal list with close dates in-period
- MEDDPICC gaps (especially EB / decision process / paper process)
- Stall flags: days since last two-way interaction, days-in-stage anomalies
- Deals where rep confidence diverges from objective signals
Select 3–5 deals to deep dive.
2) Open (2 minutes)
Set expectations: “We’re focusing on these 3–5 deals. We’re here to find risk and decide actions.”
3) Deal deep-dives (5–8 minutes each)
Use consistent questions:
- “Where is this deal actually right now?”
- “What did the champion do in the last 2 weeks (not you)?”
- “Have we engaged the Economic Buyer directly?”
- “What has to happen (in order) for this to close by the stated date?”
- “What worries you most about this deal?”
4) Close (5 minutes)
Every reviewed deal ends with:
- One next action
- A named owner
- A date
- “What do you need from me?”
Common failure mode
If the review is a rep-by-rep narrative, you spend the meeting extracting information (and still miss the real risks). If you start from signals + gaps, you spend the meeting coaching and deciding.
How Brazn helps
Brazn pre-builds the deal summaries, MEDDPICC gaps, and risk flags so the meeting becomes an inspection and coaching session — not an interrogation.
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About the Author
Alex Margarit, Sales AI Expert, SaaS Sales Leader, BMC, ServiceNow, Docusign — 25+ years in SaaS sales.
