To make a sales review more productive and fruitful, it's important to frame the retrospective as a positive event focused on learning, not blaming. Discuss both what went well and what went poorly, encouraging specifics rather than generalities. Cover all your bases by asking more prompting questions, such as 'In what industry were your biggest wins?' or 'How long did it take to separate the deals from the duds?'. This approach ensures a comprehensive review and promotes a culture of continuous learning and improvement.
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