Funnel Management Dashboard
Forecast Review Dashboard
Individual Performance Dashboard
Weekly Commit Call
OUR MANAGEMENT CADENCE
Weekly Funnel Review
M1 & M3 Forecast Review
Quarterly Business Review
Sales Manager Playbook
Step-by-Step Guides:
Return to the Sales Manager Toolkit:
Learn More >
- Review the funnel - Ensure funnel accuracy - Identify risks - Ensure seller is on track - Identify coaching opportunities
Funnel Management Dashboard Step-by-Step Guide
Link to Funnel Management Dashboard
1. Use the Funnel Management Dashboard to understand the state of your business and who on your team is impacting it:
Individual Performance Dashboard Step-by-Step Guide
Link to Individual Performance Dashboard
2. Use the Individual Performance Dashboard to evaluate performance and trends for each individual:
Objectives:
Bowler Chart Step-by-Step Guide
3. As needed, reference the Bowler Chart to view/confirm actual performance.
Coaching with the Funnel Management Dashboard
Tab 1: Cover
Tab 2: Wins Detailed
Tab 3: Losses Detailed
Tab 4: Pushed Commit Deals
Tab 5: Pushed Upside Deals
Tab 6: Stuck Deals
Tab 7: All Deals
Tab 8: Funnel Add Detail
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What to Look For?
What to Ask?
How to Coach?
BACK
Key Sales Target Metrics
About the Data
How to Use
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Coaching with the Individual Performance Dashboard
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Coaching Performance with a Bowler Chart
- Review historical performance against M1 and M3 Forecasts - Understand team trends in attaining M1 and M3 Forecast targets - Identify coaching opportunities for improving results vs. forecasts
Forecast Review Dashboard Step-by-Step Guide
Link to Forecast Review Dashboard
Use the Forecast Review Dashboard to manage your team’s quarterly sales performance and compare to historical performance against M1 and M3 Forecasts.
Coaching with the Forecast Review Dashboard
Forecast Performance
Coverage by Sales Leader
AOP Summary
Overview
Weekly Deal Summary
Using the Dashboard
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- Review previous quarter performance-to-plan - Debrief key wins and losses - Recognize accomplishments and discuss barriers to improve or sustain performance - Set strategy/expectations to achieve the current quarter’s forecast
Quarterly Business Review Discussion Guide
Inspection points, targeted questions and coaching actions
Access the Funnel Management Dashboard in Tableau
Facilitate a discussion around previous quarter results and share strategies to achieve this quarter’s forecast.
Sales Tools and Resources Page
Based on your team’s opportunities for improvement, provide additional resources and support.
Access the Individual Performance Dashboard in Tableau
Executing the Quarterly Business Review
The Quarterly Business Review is a critical cadence event in translating your market’s forecast into practical strategies and actionable steps. Discuss the topics below with a focus on applying lessons learned to future performance.
Previous Quarter Results
Current Quarter Objectives
Market & Competitive Intelligence
Strategic Customers
- Review actual bookings from the previous week - Discuss the status of committed deals for the current week - Collaborate on strategies to ensure committed deals with close dates that have moved will close
FMDB Wins Detailed Tab Step-by-Step Guide
FMDB All Deals Tab Step-by-Step Guide
1. Review the Wins-Detailed tab (tab #2 of the FMDB) to ensure that deals committed for last week actually closed.
Use the Funnel Management Dashboard (FMDB) to support the Weekly Commit Call:
2. Review the All Deals tab (tab #7 of the FMDB) to assess/discuss any committed deals that have pushed.
Reviewing Actual Bookings from the Previous Week
Assessing Committed Deals for This Week
