Contents

Title and Copyright Information

Preface

Part I Sales Representative

1 Evaluating My Sales Performance

2 Evaluating My Lead Aging

3 Evaluating My Open Leads by Source

4 Evaluating My Pipeline

5 Evaluating My Top Accounts by Open Opportunity Revenue

6 Evaluating My Forecasted Sales Performance

7 Evaluating My Stalled Opportunities

8 Evaluating My Top Accounts by Activities

9 Evaluating My Open Tasks

10 Evaluating My Unaccepted Lead Aging

11 Evaluating My Top Open Opportunities

12 Evaluating My Won Opportunities

Part II Sales Manager

13 Evaluating My Team's Pipeline

14 Evaluating My Team's Sales Performance

15 Evaluating My Team Leaders' Quarterly Sales

16 Evaluating My Team's Leads

17 Evaluating My Team's Forecasted Sales Performance

18 Evaluating My Team's Activities

19 Evaluating My Team's Tasks on Open Opportunities

20 Evaluating My Team's Top Accounts by Activities

21 Evaluating My Team's Top Open Opportunities

Part III Sales VP

22 Evaluating My Organization's Sales Performance Trend

23 Evaluating My Organization's Top Open Opportunities

24 Evaluating My Organization's Forecast Versus Quota

25 Evaluating My Organization's Opportunity Aging by Sales Stage

Part IV Channel Sales Manager

26 Evaluating My Partners' Pipeline

27 Evaluating My Partners' Quarterly and Yearly Closed Revenue

28 Evaluating My Partners' Current Quarterly Sales

29 Evaluating My Partners' Win Rates