Deal Inspection: How And Why Sales Managers Should Complete Them

Julian Reading is a sales enablement expert with a career spanning over 29 years. In today’s episode of the Sales Leadership Show, Julian talks about the deal inspection process and reveals why salespeople who use the MEDDPIC framework boast higher productivity. Resources: Book: The Sales Journey: Rethink your sales strategies to win the game Julian on LinkedIn SalesJourney.co.uk Transcript Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot Studio. Coming up on today’s episode of the Sales Leadership Show.   Julian Reading: The Americans talk about two things you know in life Will, death and taxes. No, the two things we know in life are target and number of days to hit it, that is it, everything else is noise outside of that. I encourage everything to be done via Salesforce because we want to capture it in a CRM but light touch, it’s not war and peace we’re writing here. So in the opportunity screen I built MEDDPIC as a form in a single page and we put the key actions in of metrics and right next to it I have tasks, so we set date-based tasks. And I have a structure called SPEED that I use that stands for situations, position, pain, problem, explore, execute and date.   Will Barron: Hello, sales nation, my name is Will Barron I’m the host of the Sales Leadership Show. And on today’s episode we have the pleasure of speaking with Julian Reading, a complete legend. I really enjoyed this conversation and you will as well. Julian is the author of the book, The Sales Journey, which you can find on Amazon and in the show notes of this episode over at salesleadership.org. Now on today’s episode we’re getting into deal inspections. How to do a deal inspection, why you would want to do deal inspection, the value that comes from all of this and a whole lot more. And with that said let’s jump right into it. Julian, welcome to the Sales Leadership Show. How’s it going, sir?   Julian Reading: It’s going great. It’s a massive honour to be here. I’ve been a fan for years. I thank you so much for inviting me on, Will. Really, I really appreciate it. I’m excited to do it.   What is a Deal Inspection? · [01:35]    Will Barron: You’re welcome. I’m excited to have a chat with you. We’re going to talk about deal inspections today. We’re going to look at assessing rank, influence, there’s probably all the elements to this as well that we can dive into. But for anyone who is perhaps a brand new sales leader or someone like myself, who is a salesperson who never really had any sit-downs with managers to do deal inspections, what the heck is a deal inspection?   Julian Reading: So deal inspection, for me, is about creating a global language for any business. No matter whether you’re sitting in New York or London, Will, you’re following exactly the same process to actually inspect a deal. And I use, MEDDPIC, which is a derivative of MEDDIC. And built within that, I build inspection structures. So what it does is if you’re sitting with me as your medical sales rep, I’m going to go through a structured review with you on a weekly basis and set advancement activities directly as an outcome from each review we do, but we follow the same structure.   “Here’s the key challenge of any sales leader, you can’t control what your sales guy is doing in front of the person they’re sellin...