Your Reps Are Winging It

Your Reps Are Winging It

Most reps think they have a plan to close their big deals.

They don’t. It’s scattered across emails and wishful thinking.

Fix that with a simple, in-quarter close plan:

? Deal overview – Key details & revenue

? Stakeholders – Who’s involved (both sides)?

? Milestones & owners – What needs to happen, by when, and who’s responsible?

Keep it tight, updated, and visible. Use it internally, and when needed, tweak it into a Joint Engagement Plan for customers.

No close plan, no control.


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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor


In-Quarter Close Plans

By Phil Castillo


What the Idea Is:

In-Quarter Close Plans

Why It Is Valuable:

It increases close percentages and helps streamline communications, roles, and efforts.

How It Works:

Build a straightforward internal close plan for strategic or larger opportunities:

  • Define the opportunity – Include the name, type, revenue, and/or average recurring revenue costs.
  • Describe the project – Write a quick one-to-two-sentence summary.
  • List key stakeholders and roles – Identify internal team members and external customer/partner contacts.
  • Outline key milestones, owners, and dates – Keep this list constantly updated.

Some CRM tools have pieces of this, but a simple form like this makes it easier to update, streamline forecasts, and enhance internal discussions. It also allows others to provide feedback and identify missing steps or risks in closing the deal.

While this is an internal document, it can be sanitized and used as a “JEP” (Joint Engagement Proposal) to align with customers on key steps needed to complete a project or purchase.



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Garry Veale

CRO, President, Advisory Board Member, GTM Strategist & Coach.

1 天前

& get the plan reviewed ( for comments & improvements) by every function involved with the opportunity i.e. sales, SEO, PS, CS & finance teams ??

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