How to Prioritise High Value Deals in the UAE

Prioritising high value deals is essential for small and mid-sized business owners in the UAE to maximise revenue and improve sales efficiency. This guide helps you identify and organise your sales pipeline so you focus on deals that bring the most value and have the highest chance to close.

Why this comes up / what goes wrong

Many UAE business owners juggle multiple leads and opportunities simultaneously without a clear system to rank them. This often leads to slow follow-up on important deals or chasing low-value leads that consume time but yield little return. For example, a sales team might spend equal effort on a small AED 10,000 deal and a potential AED 500,000 contract, missing the chance to close the larger one first. Without prioritisation, deals can be forgotten or mishandled, reducing overall sales performance.

Step-by-step

1. List all current deals with their estimated value

• Gather all open deals from your sales records, spreadsheets, or CRM.
• Note the potential revenue for each deal in AED.

1. Assess the probability of closing each deal

• Assign a likelihood percentage based on your knowledge, client engagement, and sales stage.
• For instance, a deal at the negotiation stage might have a 70% chance, while a new lead might be 20%.

1. Calculate the expected value for each deal

• Multiply the deal value by the probability (as a decimal).
• Expected value = Deal value × Probability

1. Rank deals by expected value

• Sort your list from highest to lowest expected value.
• This ranking shows which deals are most valuable and likely to close.

1. Set follow-up priorities and deadlines

• Schedule immediate follow-up for top-ranked deals.
• Use reminders or task boards to keep track.

1. Review and update regularly

• Update deal values and probabilities weekly.
• Adjust priorities as deals progress or new information arises.

Example (fictional figures)

A car rental company in Abu Dhabi has these three deals:

Deal	Value (AED)	Probability	Expected Value Calculation	Expected Value (AED)
Deal A	AED 500,000	70% (0.7)	500,000 × 0.7	AED 350,000
Deal B	AED 200,000	50% (0.5)	200,000 × 0.5	AED 100,000
Deal C	AED 100,000	90% (0.9)	100,000 × 0.9	AED 90,000

Step 1: List deals with values.

Step 2: Assign probabilities.

Step 3: Calculate expected values:

AED 500,000 × 0.7 = AED 350,000

AED 200,000 × 0.5 = AED 100,000

AED 100,000 × 0.9 = AED 90,000

Step 4: Rank by expected value:

1. Deal A (AED 350,000)

1. Deal B (AED 100,000)

1. Deal C (AED 90,000)

Step 5: Prioritise follow-up for Deal A immediately, then B, then C.

Step 6: Review progress weekly and update probabilities or values as needed.

Common mistakes

• Ignoring deal probability: Treating all deals as equally likely wastes effort. Prevent this by always estimating probability.
• Focusing only on deal value: A high-value deal with low probability may not be worth immediate focus. Balance value and likelihood.
• Failing to update data: Old estimates mislead prioritisation. Schedule regular reviews.
• No follow-up reminders: Deals slip through cracks without tracking. Use task boards or CRM reminders.
• Chasing too many low-value deals: Limits time for big opportunities. Filter out deals below a minimum expected value.
• Relying on memory alone: Without documented priorities, teams lose focus. Use a system to record and share deal rankings.

Doing this in HelloGrowthCRM

HelloGrowthCRM’s Deals (pipeline) feature helps you track open opportunities from first contact through close. For example, a quotation sent last week automatically appears as a deal at the 'quote sent' stage with a follow-up date. This ensures no high value deal is forgotten and you can prioritise follow-ups effectively. Learn more about how this AI CRM supports sales teams in the UAE here.

Frequently asked questions

How do I estimate the probability of closing a deal? Estimate probability based on the sales stage, client engagement, and your experience. For example, a lead you just contacted might have a 20% chance, while a client reviewing a final quote may be 70% or higher.

What if I have many deals with similar expected values? Consider other factors such as deal closing time, strategic importance, or payment terms. You can also split your focus but keep the highest expected value deals as priority.

Can I use WhatsApp to follow up on deals? Yes, WhatsApp is widely used in UAE business communication. A CRM like HelloGrowthCRM integrates WhatsApp and SMS sequences to automate and track follow-ups efficiently. See more on WhatsApp and SMS CRM here.

How often should I update my deal priorities? Weekly updates are recommended to reflect changes in deal values, probabilities, or client feedback. This keeps your sales efforts aligned with the most current information.

Can I track deals and priorities without software? Yes, you can use spreadsheets or paper lists, but it requires discipline to update and avoid missing follow-ups. A CRM system reduces errors and automates reminders.

Key takeaways

• Calculate expected value by multiplying deal value by probability.
• Rank deals by expected value to prioritise follow-up.
• Update deal data regularly to keep priorities accurate.
• Avoid chasing low probability or low value deals disproportionately.
• Use reminders or a CRM to ensure no deal is forgotten.
• HelloGrowthCRM’s pipeline feature helps track deals and follow-ups efficiently.

Start prioritising your high value deals today with clear steps and stay organised. To manage your deals and follow-ups effectively, start on the Free Forever plan (200 leads, no credit card).