Prioritise ruthlessly: which deals can actually close this quarter? What is the specific blocker for each? Focus all energy on unblocking those deals rather than spreading thin.
Look for: honest assessment of pipeline reality, accelerating deals that can close this quarter (what is blocking them?), creative deal structures, asking for help from leadership, focusing on high-probability opportunities, and increased activity without sacrificing quality. Best candidates discuss prevention: accurate forecasting and front-loading pipeline.
Tests self-management and resilience under pressure. Candidates who panic and discount everything are reactive. Those with a systematic recovery plan demonstrate maturity. Ask: "How do you prevent this situation in the first place?"