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.