Fast Friday Win #34 – The 20-Minute Deal Clinic Your Reps Actually Need 🧠

Most deal reviews are painful.

They drift.
They lack structure.
They turn into interrogation sessions.

And your forecast still isn’t accurate.

High-performing Sales Directors are moving towards something tighter.

A structured 20-minute Deal Clinic.

No waffle. No storytelling. Just clarity.

The Problem

Reps come to deal reviews armed with optimism.

You ask, “How confident are you?”

They say, “Pretty good.”

That’s not a forecast. That’s hope.

Without structure, you get:

• Over-inflated pipelines

• Surprises at month-end

• Reps hiding weak qualification

• Directors firefighting

The Quick Win – The 20-Minute Deal Clinic Format

Run this once per week with each rep.

For one key deal only.

1. The Trigger Question
“What has materially changed in this deal in the last 7 days?”

If nothing has changed, the deal is not progressing.

2. The Buying Evidence
“What proof do we have that the buyer is committed?”

Internal meetings? Budget sign-off? Multi-stakeholder engagement?

3. The Risk Exposure
“What could kill this deal right now?”

Surface it. Don’t soften it.

4. The Next Locked Step
Date. Owner. Outcome.

No vague follow-ups.

Total time: 20 minutes.

Example

Rep says the deal is “looking strong”.

You ask the trigger question.

Nothing has changed.

That’s not strong. That’s static.

Now you coach. Not criticise.

That’s leadership.

Mini Checklist

✔ Has something changed this week
✔ Is there real buying evidence
✔ Are risks named clearly
✔ Is the next step date-based
✔ Would you bet your own bonus on this deal

Why This Matters

Sales Directors are under pressure right now.

Revenue targets are tightening.
Forecast scrutiny is increasing.
Boards want predictability.

Deal clinics give you control without micromanaging.

Call to Action

If you want your deal reviews to drive performance, not frustration, let’s talk.

💬 Book your free 20-minute sales strategy session:
https://calendar.app.google/ww4tC8F6HiZvsys39