Pipeline updates in a distributed world
When meeting as a Sales and Customer Success team to review pipeline progress, it’s important that there is information symmetry, and the discussion focuses on the critical issues to move the business forward quickly. Sales reps and CSMs can have a lot of context in their heads - the tone of voice of a key prospect during a pitch meeting; the fact that an executive stakeholder didn’t turn on their Zoom camera during a Quarterly Business Review (QBR). Some of these nuances can be lost in a written update to the team about deal progress, or even a brief verbal update in a traditional “round robin” sales pipeline meeting.”
At Coda, we’ve developed a system that uses
and Coda effectively to remove siloed information so everyone can focus on the most important elements in each week’s discussion. It allows each person to write out updates about their book of business - the very quick, bullet points you might add in a Slack or email update - but also record a 2 - 3 minute Loom video to add color to the overview, that everyone reviews in advance of the meeting. Then each person "acks” (acknowledges) everyone else’s updates with a button, and everyone adds and upvotes questions to discuss in the meeting.
This has the added benefit of reducing synchronous meeting time, because sales reps and CSMs need to be meeting with customers, not spending time in internal meetings
Instead of a weekly hour-long meeting where everyone goes through their pipeline, we’ve created a system where we have a short 30 minute meeting during “prime time” (in the morning, Pacific Time) and teammates can create and review other updates asynchronously, when they’re not meeting with customers.
Main components of this doc
If you’re a ‘learn via video’ person 👇
- Where the team inputs their updates and Loom videos for the week.
- A page that gets emailed out using an automation at the end of the weekly meeting, summarizing the updates, and what was discussed, to a group of folks interested in following along.
- A page in which teammates can be entered to participate in the weekly updates. Automations are set up to (1) add rows to the table every week, where the team will enter their updates, and (2) send out a Slack notification by 5 p.m. the day before the meeting (we’ve chosen Wednesday to mirror our own process) if someone hasn’t filled out their update in time. If they’ve already filled it out - no action is required, and they don’t get a Slack reminder!
- A space for the team to estimate the revenue actuals for the end of the quarter - crowdsourcing whether we’ll hit our goals.
Where interested parties who want to follow along can sign up to get the weekly email - automatically sends at the end of day of the pipeline meeting (in this case, on Thursday at 5 p.m.).
- A Coda-fied version of a Salesforce pipeline. You can upload a CSV import from SFDC and use Coda’s chart feature to see status of deals visually in different ways. If you want, you can use
to connect to SFDC without a CSV.
For this you’ll need to get
installed. And update the filters on the
tables to show your current weeks’ installments rather than the historical data in the template.
(And if you’d like to see more about some good meeting follow-up tips,
-Joe DiMento, Head of Sales and Customer Success at Coda