(Meeting to Win provides new sales team meeting agendas for sales managers every week.  The agenda that goes out to subscribers this Friday is called Pipeline Health Check.  To learn more about weekly sales team meeting agendas, visit us at http://www.meetingtowin.com/.  To download the Pipeline Health Check sales team meeting agenda, visit our store here.)

Is your pipeline healthy?  When you get your annual physical, the doctor is checking your blood pressure, weight, etc.  They know what healthy looks like and they are looking at you to determine how healthy you are.  The same can be done with your sales pipeline.  Here is the difference.  Often salespeople don’t have a clear definition of a healthy pipeline to compare theirs to.  Often the definition is incomplete.  The most popular one I’ve dealt with is “3 times your goal”.  Well, that is somewhat helpful, but who knows if what I have is realistic or just my hopes and dreams – and a way to keep my manager off my back. 

The first step to take in achieving a healthy pipeline is to understand what a healthy pipeline even looks like.  Define that first and then work toward developing a pipeline that is the picture of health.

Sales Team Meeting Idea:

• As a team, create a list of characteristics to describe a healthy pipeline (3 times your goal, relationships with key decision makers, moving at a certain pace, size of deals, etc)
• Then, each team member should look at their pipeline and provide a quick assessment of where theirs lines up (right size, etc) and wehre it  falls short (not enough deals, wrong size deals, etc).
• The team should share 1-3 ideas per salesperson on how to bring each pipeline in line with the picture of health.
• Everyone should walk away with 1-3 action items that will result in healthier pipelines across the board.
• Plan to check back in a month for another Pipeline Health Check to determine how the actions are working.
• Keep this up on a regular basis to keep pipelines strong and healthy.

(Subscribe to Meeting to Win to get more in-depth sales team meeting training exercises on topics like Pipeline Health Check, Maximize Customer Meetings, Build a Better Value Proposition, Troubleshooters and many other powerful topics.  To download the Pipeline Health Check sales team meeting agenda, visit our store here.))