Peer Sales Review Template - visit http://DataDrivenSalesManagement.com for more discussion on this content.

1. PEER DEAL REVIEW
Name
Account Name
Date
Copyright Swayne Hill, 2012

2. Business Profile
• Company description & basic facts – employees,
revenue, locations, focus, vision
• Top publicly stated strategic goals
• Relative position in their market with respect to
competition
• Health & maturity (e.g. large, slow growth, managed for
operating margins OR small with lots of headroom in an
expanding market, investing for rapid growth)
Copyright Swayne Hill, 2012

3. Deal Summary
• The problem they’re trying to solve
• Why the deal is worth winning
• How we learned about and develop this
lead/opportunity
Copyright Swayne Hill, 2012

4. Map Pain to Requirement
Key Business Requirement
Increase revenue and
invest for growth
Consequential Pain
Can’t expand into new
-Strategic Lack of productivity markets fast enough
Poor sales process gains, losing ground to
-Financial adoption competitors
-Internal Sales leaders relying too heavily on
‘after the fact’ analysis from Ops
Too much manual
effort to reconcile Can not course-correct on
Forecast to Outlook targets in real-time Too much variance in
forecast accuracy
Tactical Pain
Forecasting Can’t compare Can’t roll up a Can’t see change –
-Operational spreadsheets not actual to targets on forecast on our SF week-to-week
connected to SF the same report Role Hierarchy change or trends
Copyright Swayne Hill, 2012

5. Qualification
• Why they will solve the problem
• Why they will solve it in a specific time-frame
• Why they will buy a solution from us
Copyright Swayne Hill, 2012

6. Strategy to Win
• Core strategy, pick one… frontal, flank, defend, etc.
• What’s your competition and how are you neutralizing
• Networking - how are you leveraging the network
around the people involved
• Resources – how are you deploying our own resources
behind your strategy
Copyright Swayne Hill, 2012

7. Current Position
• Sales Stage & key achievements to-date
• What it will take to move the next stage
• Top priority, next actions planned
Copyright Swayne Hill, 2012

8. Influence Map (example)
Influence Jim Smith Degree of Contact
Hi / Med / Low CEO None / Hi / Med / Low
IN: High P: + DC: Low
John Jones Linda Johnson
VP Global Operations EVP WW Sales
Tim Wright
Dir Sales Operations Preference
+/0/-
Copyright Swayne Hill, 2012

9. Decision Process
• What is their buying process?
• Who is in the decision group?
• Are they political or organization issues around this
process/group?
Copyright Swayne Hill, 2012

10. Action Plan
• What’s your next move?
• What help do you need – tech, marketing, product,
exec, etc.?
• What’s your commitment on this deal?
Copyright Swayne Hill, 2012

11. PEER DEAL REVIEW
Name
Account Name
Date
Copyright Swayne Hill, 2012