Stop Winging It: Your 7-Step Weekly Sales Review Process

April 13, 2025 | Sunday Sales Spark

Monday morning hits. You open your laptop, pull up your CRM… and stare blankly at a dozen “active” leads you haven’t touched in weeks. You know you were busy last week, but can’t quite remember what actually moved the needle.

Sound familiar?

If you’re serious about growing in government sales, you need more than just hustle. You need structure. A simple weekly review keeps you grounded. It helps you focus on what matters, spot the gaps, and make clear adjustments—before another month disappears.

Here’s a guide to review your sales week, ask the right questions, and reset with purpose.

1. CRM Reality Check: Is it a tool or a landfill?

Ask yourself:

• Did I update opportunity stages last week?
• Are my notes current—or am I guessing?
• Do I have ghost leads sitting in “active” status?

Adjustment if needed:

• Block 30 minutes on Friday to clean up your CRM. If you didn’t do it last Friday, do it today.
• Archive stale leads and move stagnant ones to “cold.”
• Add simple bullet-point notes with the last contact date and next step.

Why it matters: You can’t build momentum when your pipeline’s buried under clutter. A clean CRM is a clear path forward.

2. Prospecting Time: Did you actually carve it out?

Ask yourself:

• Did I dedicate time to finding new buyers?
• Did I add anyone new to my pipeline?
• Or did prospecting fall off the calendar again?

Adjustment if needed:

• Block 1–2 hours this week just for new outreach.
• Use LinkedIn, FPDS, agency directories, or past event lists.
• Don’t overthink the message—just start the conversation.

Why it matters: Without fresh outreach, your pipeline dries up. And in this market, passive = invisible.

3. Follow-Up Habits: Who did I forget?

Ask yourself:

• Did I follow up with everyone I spoke to in the past two weeks?
• Are there warm leads I’ve accidentally left hanging?
• Did my messages include value, or just “checking in”?

Adjustment if needed:

• Block time one day this week for follow-ups.
• Sort by the last activity date and hit every stalled opportunity.
• Include something specific: a date, a resource, or a next-step question.

Why it matters: Most buyers don’t ghost you on purpose. But they will forget about you if you don’t stay in front of them.

4. Social Media Engagement: Passive or proactive?

Ask yourself:

• Did I engage with relevant content or just scroll?
• Did I connect with anyone new?
• Did I follow up with any of those connections?

Adjustment if needed:

• Comment on 3–5 relevant posts this week.
• DM 3 new connections with something thoughtful.
• Repurpose a client win or insight into a post of your own.

Why it matters: Your buyers are on LinkedIn. Use it as a warm-up lane for conversations—not a place to waste time.

5. Phone Screentime: Was it helping or hurting?

Ask yourself:

• What was my average daily screentime last week?
• How much of that was business-related?
• Where am I wasting focus?

Adjustment if needed:

• Set app limits or create phone-free blocks during your workday.
• Use tools like Screen Time or Digital Wellbeing to track actual use.
• Choose 1 hour each morning to start screen-free.

Why it matters: Every hour you lose to distraction is time not spent building pipeline or closing deals. Time is your most valuable resource.

6. Pipeline Status: Do I know where things stand?

Ask yourself:

• How many deals are in my pipeline right now?
• Do I know what stage each is in—and the next step?
• Are any just taking up space?

Adjustment if needed:

• Review your pipeline weekly. If it’s not moving, label it cold or archive it.
• Every opportunity should have a clear next step.
• Stop counting hope as a strategy.

Why it matters: An accurate pipeline is your sales dashboard. If it’s off, your entire plan is off.

7. Pick One Priority for This Week

Trying to do everything guarantees you’ll do nothing well. So pick one high-impact priority.

Examples:

• Reconnect with five buyers you’ve met in the past 90 days.
• Clean and restage your CRM.
• Send 10 personalized emails to new buyers at your target agency.

Why it matters: Big wins don’t come from doing 100 things. They come from doing a few things consistently.

Pro Tip: Track Wins as You Go

Keep a simple doc open all week titled “Last Week’s Wins.” Every time you:

• Make a solid call
• Book a meeting
• Send a strong follow-up
• Clean up your CRM → drop a note in that doc.

On Friday, your weekly review becomes a highlight reel—not a blur.

Quick Scorecard: Rate Yourself 1–5

Score 20 or below? Time to tighten things up.

Score 25+? Keep building!

Final Thought
Sales isn’t magic. It’s momentum.

And momentum comes from weekly rhythm, honest reflection, and smart adjustments. You don’t need a new app or another course—you need a simple process and the discipline to stick with it.

Let this be the week you stop winging it.

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