4 Point Deal Inspection Process

Overview

In addition to the real-time opportunity data pulled in via the bi-directional integration between Clari and Salesforce, Clari also provides insights and automation that allow you to inspect deals more efficiently and accurately. We recommend the 4 step deal inspection process below to all of our customers.

Don't forget to download the 4 Step Deal Inspection cheat sheet to have handy.

Step 1: What's changed?

The 1st step is to identify the latest changes to your reps' deals, which Clari makes possible to do with a glance. Any changes that have been made recently are going to be highlighted in green, red, or blue, depending on whether the change is positive, negative, or neutral.

 

Here's what each color indicates:

Green: indicates a positive change (i.e. Deal Size increased, Close Date pulled in, progression from Stage 3 to Stage 4, Forecast Category updated from Best Case to Commit, etc.)

Red: indicates a negative change (i.e. Deal Size decreased, Close Date pushed out, regression from Stage 4 to Stage 3, Forecast Category updated from Commit to Best Case, etc.)

Blue: indicates a neutral change (i.e. Next Steps updated Reseller changed, etc.)

You can define what "recently" means — the default time frame is 7 days, but that can be adjusted using the View settings Edit View options. It doesn’t matter if your rep updates their deals in Clari or in Salesforce. The field will be highlighted in the Opportunity Grid either way. Hover over a field to view the specific change that was made. You can also update the deal by double-clicking on any of the fields from CRM.
 

Step 2: How likely is the deal to close?

Step 2 is to determine how likely the deals are to close, and you can do that by spending a moment on the CRM Score.

The CRM Score is a confidence score for how likely a deal is going to be Closed as Won. Clari calculates it by comparing your open opportunities to patterns of behavior for deals that were closed as won and patterns of behavior for deals that were closed as lost. Clari looks back as far as 2 years to identify patterns that positively affected your deals and patterns that negatively affected your deals.

So what this number is telling you is the percent chance that a deal is going to be Closed at Won. The CRM Scores in the Opportunity Grid are also color coded.
 

Even if your team is managing dozens or hundreds of deals, between highlighted changes to the fields and the CRM Score in the Opportunity Grid, it takes seconds to spot which deals require your attention and start to understand how they’re progressing.
 

Step 3: How are we engaging?

The 3rd step is to ensure that there is healthy engagement between your rep and the account. You have access to the activity surrounding a deal and key information from CRM in the Insights, Relationships, and Details Panel.
 

Deal Activity

You can get a comprehensive understanding of the activity surrounding a deal in the Deal Activitysection. 

The Deal Activity field is populated automatically based on a few different integrations with Clari: the main one is your email integration, and that will keep track of the emails, meetings, and files that are exchanged between the owner of the deal and the contacts on the account. Your reps don’t have to log any of this activity manually; this information is automatically pulled from the integration as they engage with their accounts as they normally do.

You'll see blue email signals, red meeting signals, and yellow file signals, and signals from any other tools that your sales team chooses to integrate with Clari (i.e. Marketo, Outreach, Highspot, Yesware, etc.).

The top of the field displays activities that are coming from the owner of the deal, while the bottom of the field displays activities that are coming from the contacts on the account, so can get a sense of whether or not they are engaged and have confidence that the deal is progressing the way that you want it to. You want to see a healthy amount of exchanges; you wouldn’t want to see a super lopsided or empty field.

Hover over any of these activities for details on not only the type of content that the account has engaged with but also the specific content that engages them.

Even a quick look at the marketing content that an account has engaged with recently, or the gifts that they just received, may help the rep move a deal forward. You can hover over these activities for more details before the next meeting, for example, and coach the rep to speak to the content that the contact engaged with to add value for them and accelerate the deal.
 

You can also verify whether or not a next meeting is scheduled, who has been invited to the meeting and, how they have responded to the invitation.
 

Step 4: What are the next steps?

The last step in the 4 step deal inspection process is to ensure that the rep is following your sales methodology (i.e. MEDDIC) and that they have entered all of the key details in CRM. To do that, toggle to the Details Panel, where Clari captures all of the important information from your CRM fields. 

 

 

You can update CRM fields directly from the Details Panel just as you can update fields directly from the Opportunity Grid. 

So, with the CRM Score, the Deal Activity Field, the Insights Panel, and the Details Panel, you have a comprehensive overview of how deals are tracking with insights from Clari’s AI that allow you to pressure test your key deals from a single place.

Gone are the days when you had to spend your 1-on-1 interrogating reps for this information instead of coaching them. With Clari, you both have access to the most up-to-date information in real-time, and you can focus on accelerating the deals that matter the most.