How to Prioritise High Value Deals in the UK

To prioritise high value deals in the UK, start by listing all your current sales opportunities. For each deal, estimate the potential revenue and the probability it will close successfully. Multiply these to find the expected value, then rank deals from highest to lowest expected value. Focus your time and resources on the top deals, and schedule follow-ups to keep them moving forward.

Why this comes up / what goes wrong

Many UK small business owners struggle to prioritise deals because they run sales across WhatsApp, email and spreadsheets without a clear system. This leads to lost leads, slow follow-up, and wasted time chasing low-value or unlikely deals. Without a structured method, it’s hard to see which deals deserve immediate attention and which can wait or be dropped.

Step-by-step

1. Gather all active deals: Collect every open opportunity from your sales channels, including WhatsApp chats, emails, and spreadsheets. Make sure nothing is missed.
2. Estimate potential revenue: For each deal, write down the total value you expect if it closes. Use the most accurate figure you have, such as a quote amount or contract value.
3. Assign a probability of closing: Based on your experience or sales stage, estimate the chance of winning the deal as a percentage (e.g., 70%).
4. Calculate expected value: Multiply the potential revenue by the probability (expressed as a decimal). For example, a £10,000 deal with a 70% chance has an expected value of £7,000.
5. Rank deals by expected value: Order your list from highest to lowest expected value.
6. Set follow-up actions and deadlines: For your top deals, decide what the next step is (e.g., send a proposal, arrange a call) and assign a date to complete it.
7. Review regularly: Update your estimates and rankings weekly to reflect new information or changes.

Example (fictional figures)

A Manchester letting agency has three deals:

Deal	Potential Revenue	Probability	Expected Value
A	£15,000	60%	£9,000
B	£12,000	80%	£9,600
C	£20,000	30%	£6,000

Calculations:

£15,000 × 0.6 = £9,000

£12,000 × 0.8 = £9,600

£20,000 × 0.3 = £6,000

Ranking by expected value:

1. Deal B (£9,600)
2. Deal A (£9,000)
3. Deal C (£6,000)

The agency should prioritise Deal B first, then Deal A, and lastly Deal C. They set follow-up calls for Deal B within 3 days and prepare a proposal for Deal A next week.

Common mistakes

• Ignoring probability: Treating all deals equally without considering how likely they are to close wastes time. Always calculate expected value.
• Missing deals in informal channels: Leads in WhatsApp or email can be overlooked. Centralise deal tracking to prevent this.
• Failing to update regularly: Stale data leads to wrong priorities. Review and adjust your list weekly.
• No follow-up deadlines: Without clear next steps and dates, deals stall. Assign specific tasks and deadlines.
• Chasing low-value deals first: High value deals may need more effort but offer better returns. Focus accordingly.
• Using multiple disconnected tools: Managing sales across WhatsApp, email and spreadsheets causes confusion. Use a CRM to unify your pipeline.

Doing this in HelloGrowthCRM

HelloGrowthCRM offers a Deals (pipeline) feature that helps you track open opportunities from first contact to close. For example, a quotation sent last week appears as a deal in the 'quote sent' stage with a follow-up date, ensuring no deal is forgotten. This centralised view helps you prioritise by expected value and schedule next steps efficiently. Learn more about the AI CRM and how it integrates WhatsApp and SMS communication in the WhatsApp and SMS CRM tailored for UK businesses with HelloGrowthCRM for the United Kingdom.

Frequently asked questions

How do I estimate the probability of closing a deal? Estimate probability based on your sales stage and past experience. For example, if a deal is at the proposal stage, you might assign a 60-80% chance. Adjust as you learn more about the client’s interest and obstacles.

What if I have many small deals and a few large ones? Calculate expected value for all deals to balance size and likelihood. Sometimes a smaller deal with a high probability is worth prioritising over a large deal with low chances.

How often should I update my deal priorities? Review your deals weekly to capture changes in client interest, updated quotes, or new information. Frequent updates keep your focus sharp.

Can I track deals that started on WhatsApp? Yes. Using a CRM like HelloGrowthCRM that integrates WhatsApp lets you capture leads and deals from chats, preventing them from getting lost in conversations.

What’s the difference between potential revenue and expected value? Potential revenue is the total amount you could earn if the deal closes. Expected value adjusts this by the chance of closing, giving a realistic estimate of what the deal is worth now.

Key takeaways

• List all active deals from every channel including WhatsApp and email.
• Calculate expected value by multiplying potential revenue by probability of closing.
• Rank deals by expected value to focus on the most valuable opportunities.
• Set clear follow-up actions and deadlines to keep deals moving.
• Review and update your priorities regularly.
• Avoid losing deals by centralising pipeline management with a CRM.

Prioritising high value deals helps you focus your efforts where they matter most, increasing your chances of closing profitable sales. To start managing your deals efficiently, consider using HelloGrowthCRM’s Deals (pipeline) feature.

Start on the Free Forever plan (200 leads, no credit card) today to organise your sales pipeline and prioritise high value deals with ease.