Sales training and coaching · Coaching the sales team
Have a different rep lead the pipeline check each week with the same questions.
A weekly pipeline inspection is a short team meeting where open deals are checked against a fixed set of questions and led by a rotating rep. It covers the questions, the rotation, the definition of a closed deal, and what to do with deals that sit at the same stage for weeks.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A weekly pipeline inspection is a short team meeting where open deals are checked against a fixed set of questions and led by a rotating rep. It covers the questions, the rotation, the definition of a closed deal, and what to do with deals that sit at the same stage for weeks.
At a Vadodara industrial-valves supplier, the Monday meeting is a list of deals each rep says are ninety percent done. Five weeks later, three of them are still ninety percent. The owner has already told the factory to plan for those orders.
The inspection replaces that list with questions. For each deal: what is the next step and its date, who signs, what could stop it, when did the buyer last speak to us, and what has the buyer said in writing. Deals that cannot answer are moved back a stage.
The sales manager attends, but a different rep leads each week, so every rep learns to ask the questions of a colleague's deal. The owner reads the sheet afterwards and takes the order forecast from it.
It sits after the per-rep funnel diagnostic, which looks at history, and works on what is open today. It needs the stage names from your process map and one agreed meaning of closed.
Where this sits
Topic 6 of 8 in sales training and coaching: coaching the sales team. Coaching routines a manager runs weekly and monthly.
- The topic before
- Team foundations
- The topic after
- Hiring and onboarding sellers
If you want this done for you
Know which deals are actually going to close this month, not which ones you hope will.
The work
What this is actually like.
“Define closed in the buyer's document”
In trades such as valves and pumps the buyer sends a purchase order, not a signed contract. Decide that closed means a PO number in the sheet, or an advance in the bank. Anything short of that stays open, however confident the rep sounds.
“Percentages are opinions”
A rep's ninety percent is a mood. Replace percentages with stage names and dates. A deal with no dated next step cannot be at the quote stage, whatever the rep feels.
“Stale deals need a rule”
Set a limit, for example twenty-one days at one stage. After that the deal is either given a new dated step or moved to a nurture list. Without a rule, old deals pad the forecast forever.
“Peer-led means peer-asked”
When a colleague asks 'who else is on the buying committee', it lands differently than when the manager asks. Rotating the lead builds the habit of asking, which reps then carry into their own calls.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The standard question list
Five questions, the same every week, printed at the top of the pipeline sheet.
Result: Finished when every rep can recite them without looking.
The pipeline sheet
Deal, buyer, stage, next step, date of next step, last buyer contact, written proof, value. One row per deal, sorted by next step date.
Result: Finished when no open deal has an empty next-step date.
The rotation roster
A list of who leads each week for the next two months, shared in the team group.
Result: Finished when every rep has led at least once.
The stale and moved list
Deals moved back or dropped that week, with the reason in a line.
Result: Finished when the owner's forecast number equals the sum of the deals that passed the questions.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How long should it run?
Can we do it on a call?
What about repeat customers who order by phone?
Will reps hide deals to avoid questions?
How much does it cost?
How long is the contract?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of coaching the sales team
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.