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1 - Personal Update - 10 minutes

• [ ] Recognition: Congratulate on the week's successes: "You did a great job on that! Well done ;)"
• [ ] General sentiment: "Before we get into the main topic, are there any points you would like to discuss?"
• [ ] Goals review: "How do you feel about the quarterly goals?"

2 - Pipe review - 20 minutes

• [ ] "What are your top 3 'hot' deals?"

  👉 Review each deal's next steps

• [ ] "What are the risks? What are the reasons that could prevent the deal from closing?"

  👉 Always revisit the reasons for lost opportunities (especially by reviewing the ends of calls with the team using Modjo)

  • "Are we missing a decision-maker?"
  • "Are we missing a champion?"
  • "When will the follow-up take place?"
  • "Do you need my support on this deal?"
  • "What is preventing you from...?"
  • "How can I help you with...?"

<aside> <img src="/icons/dialogue_green.svg" alt="/icons/dialogue_green.svg" width="40px" /> Give some advice.

Examples:

"Why weren't we more assertive?"

"There is no clear next step, you have a 70% chance of being left behind."

"We didn't meet the decision-maker, they won't approve the budget if we haven't met them!"

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Ensure the accuracy of notes in the CRM and the average number of days between each step.

Remember to note down each action your junior tells you they will take, so you can follow up on it the following week.

3 - Areas for Improvement - 5 minutes

• [ ] "We agreed on... Why wasn't it done?"
• [ ] "If you have that, what would be the repercussions?"
• [ ] "What do you want to do to correct the situation?"

4 - Feedback - 10 minutes

• [ ] Always encourage. Challenge. Refuse defeat, but be supportive: "If I'm tough on you, it's because I know you're capable."
• [ ] Ask for more specific feedback on each deal: "Yes, I think it's a hot deal, they're really interested! ⇒ "Why? What specific facts make you think that?"
• [ ] Conclude on a positive note: "Let's close these 3 deals this week, I believe in you."

▸ Discover Modjo, the conversational intelligence platform for European business leaders.

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