Deal review template
Most deal reviews are a rep narrating the account history while the manager nods. That produces a feeling about the deal, not a decision. This one-page review forces every claim to cite something the buyer did or said, lists what is still unknown, and ends with an explicit call: commit, best case, or not this quarter.
Download it
What you get
- A one-page deal snapshot with amount, close date, stage, and the date each last changed
- An evidence table that separates buyer-verified facts from the rep's belief
- A risk register with the specific action and date that retires each risk
- A decision block that records the forecast call, who made it, and what would change it
- A pre-review checklist so the meeting is spent on gaps, not on reading the CRM aloud
Who it's for
- Frontline managers and VPs deciding whether a large deal goes into Commit
- Account executives preparing for a strategic deal inspection
- Deal desk and RevOps leads who join reviews on non-standard deals
What's inside
6 sections, each listed with its own size. The first is previewed below; the remaining 5 come with the download, with blank rows ready to fill in.
| Section | Size | Previewed |
|---|---|---|
| Deal snapshot | 6 fields to complete | Below |
| Evidence table | 5 columns, 6 worked example rows | In the download |
| Risk register | 5 columns, 3 worked example rows | In the download |
| Decision | 5 fields to complete | In the download |
| Before the review | 7-point checklist | In the download |
| Why the review ends in a category, not a feeling | Guidance notes | In the download |
Preview of section 1
Deal snapshot
- Account and opportunity
- e.g. Northwind Logistics, platform expansion
- Amount and last change date
- e.g. 240,000 ARR, reduced from 300,000 on Sep 2 after seat count review
- Close date and number of times pushed
- e.g. Sep 30, pushed once from Aug 29
How to use it
1. Use it only for deals that move the number
Reserve a full deal review for deals large enough to change the quarter's commit, or for any deal the rep wants to move into Commit. Reviewing every deal this way turns it into a status meeting.
2. Have the rep fill it in 24 hours before
The reviewer reads it before the meeting. The meeting starts at the evidence table, not with account history.
3. Mark every row Verified or Believed
Verified means the buyer said it in writing, on a recorded call, or did something observable (sent the security questionnaire, booked the legal review). Everything else is Believed, and a Commit deal with Believed rows in Decision process or Paper process is not a commit.
4. End with a decision and a trigger
Write the forecast category the reviewer agrees to and the one event that would change it. If the event does not happen by its date, the deal moves automatically without another meeting.
Frequently asked questions
What is a deal review in sales?
A structured inspection of one significant opportunity, usually before it enters the committed forecast, that checks the evidence behind the deal and agrees a forecast category and next steps.
What should be included in a deal review?
A snapshot of amount, close date, and stage history; evidence on pain, economic buyer, decision process, paper process, champion, and competition; a risk register with owners and dates; and a written forecast decision.
How is a deal review different from a pipeline review?
A pipeline review scans many deals quickly for hygiene and coverage. A deal review goes deep on one deal large enough to change the forecast, and ends in a decision about that deal.
How long should a deal review take?
About 20 to 30 minutes if the rep fills in the sheet in advance and the reviewer reads it first. The meeting should be spent on gaps and the decision, not on reading the CRM.