MANAGER FRAMEWORK
Stop running status updates. Inspect the deal.
A TRAP review starts before the rep is in the room. The manager does the homework, so the 1:1 is spent on what the data can’t answer.
The four steps
Pre-fill. Score. Coach. Decide.
01
Pre-fill
Pull the facts from the CRM and call recordings first: time in stage, close-date pushes, who’s involved, when the buyer last responded. Don’t ask the rep for anything the system already knows.
02
Score
Run the deal through Timeline, Realism, Activity, then People, against your own wins.
T
R
A
P
03
Coach
Spend the 1:1 on the Yellows and Reds. Every one ends with a specific action and a date.
04
Decide
Every Red gets a call: invest, deprioritize, or remove. The forecast category comes from the evidence, not the stage.
See it in action