Template

Deal review template

One salesperson walks their manager and a few peers through a single important deal, and the group tests whether it is as real as it looks and what would move it forward.

30 minutesFor The salesperson, their manager, and one or two experienced colleaguesAgenda room
Change the agenda first

The agenda, with a time for each part

  1. The deal in two minutes4 min
    • Who is buying what, for how much, and when?
  2. Why they would buy at all6 min
    • What happens to them if they do nothing?
  3. Who decides, and how8 min
    • Who signs, what steps does approval go through, and have we met them?
  4. What could kill it7 min
    • What is the biggest risk, and what is our evidence it is handled?
  5. The next step5 min
    • What is the next meeting, with whom, and what must come out of it?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Deal. 80 seats, $96k a year, target close end of March.

Why buy. Their old system is unsupported from July.

Decides. IT director recommends; the COO signs; procurement needs three quotes.

Risk. We have not met the COO. Next. Ask the IT director to set up 30 minutes with the COO this month.

Running it well

Ways to change it

Losing dealAsk what would have to be true to win, and whether it is worth chasing.
Pipeline dayFive deals, five minutes each, the same questions.

When to skip it. For small deals that follow a standard path; the pipeline review covers them.

Questions

What is a deal review?

A meeting where a salesperson presents one opportunity to their manager and peers, who test how real it is and help plan the next steps.

What questions are asked in a deal review?

Why the buyer would act, who decides and how, what could stop the deal, what evidence supports the forecast, and what the next agreed step is.

How is a deal review different from a pipeline review?

A pipeline review looks across many deals; a deal review goes deep on one.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

More templates

Win-loss reviewLook back at deals you recently won and lost — ideally with the buyers' own words — to learn what really decided them, and change what you sell or how you sell it.Forecast callEach salesperson or team says which deals will close this period and how sure they are, so the business has a number it can plan around.Territory planningDecide who sells to whom next year: split accounts and regions fairly, match them to people's strengths, and set what each territory should bring in.Partner introduction callA first call with a possible partner — a reseller, an agency, another product — to see whether you serve the same customers and could each help the other win.Contract negotiation callWorking through the open terms of a contract with the other side: what each needs, what each can give, and what goes back to lawyers — so the deal closes without surprises.Proposal walkthroughInstead of emailing a proposal and waiting, walk the buyer through it live: check it matches what they asked for, answer questions, and agree the next step.Upsell conversationWith a customer who is doing well: review what they have achieved, spot where more would help them, and offer it only if it fits — a conversation, not a pitch.Sales coaching sessionA manager and one salesperson look at a real call or deal together, pick one skill to improve, and practise it — so coaching changes what happens on the next call.

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