What deal management covers
Deal qualification. Is this real? MEDDPICC or equivalent framework.
Discovery completeness. Have you actually discovered pain, metrics, and economic buyer?
Stakeholder mapping. Is the buying committee mapped and multi-threaded?
Close planning. The mutual action plan that gets to signature.
Risk identification. What could kill this deal and how do you mitigate?
Deal review cadence. Weekly with manager, monthly cross-functional.
The weekly deal review
Rep walks manager through top 5 to 10 deals.
For each: MEDDPICC status, next step, risk, support needed.
Manager coaches on stuck dimensions. Identifies cross-functional asks.
Action items captured in Salesforce.
Deal management tools
Salesforce as the system of record.
MEDDPICC fields on the Opportunity object.
Mutual action plan delivered via Prolifiq ACE inside the Opportunity.
Account plan context from CRUSH.
Conversation intelligence (Gong, Chorus) for call review.
Common deal management failures
Reps work the deal they're closest to instead of the deal most likely to close.
Deal reviews become forecasting conversations instead of coaching.
MEDDPICC documented but not used as a coaching framework.
Mutual action plans built once and never updated.
No process for escalation when a deal needs executive engagement.
Frequently asked questions
What is deal management?
The rep-level discipline of actively managing in-flight opportunities to close more of them faster. Covers qualification, discovery, stakeholder mapping, close planning, and risk identification.
How is deal management different from pipeline management?
Pipeline management looks at the aggregate. Deal management is rep-level on specific opportunities.
CTA
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