Contents

Title and Copyright Information

Preface

Part I Key Accounts and Products

1 How Do I Find the Top Ten Accounts by Revenue?

2 Which Are the Top Ten Product Categories by Closed Revenue?

3 Who Are the Active Customers That Have Not Had a Touch Point in the Last Three Months?

4 What Are My Team's Top Accounts?

5 What Are My Team's Most Active Accounts?

6 What Are My Top Accounts by Activities?

7 What Are My Open Tasks?

8 What Are My Top Accounts by Open Opportunity Revenue?

9 What Are My Team's Activities by Type?

Part II Sales Quota and Performance

10 How Near or Far Am I in Meeting My Sales Quota for the Quarter and Year?

11 How Am I Performing Against My Sales Targets?

12 How Is My Team Performing Against Their Target Quota?

13 How Am I Performing Against My Forecasted Goals Versus My Open Pipeline?

14 What Are My Team Leaders' Quarterly Sales?

15 How Is My Team Performing Against Their Forecasted Goals Versus Their Open Pipeline?

16 What Is My Organization's Sales Performance Trend?

17 What Is My Organization's Forecast Versus Current Quota?

18 What Is My Partners' Quarterly And Yearly Closed Revenue?

19 What Are My Partners' Current Quarterly Sales?

20 How Do I Evaluate My Partners' Win Rates?

Part III Pipeline

21 How Much Current Quarter Pipeline Revenue Is Under Competitive Threat?

22 What Are My Team's Tasks on Open Opportunities?

23 Where Are My Opportunities Stalled in the Sales Process?

24 How Much Opportunity Revenue in My Pipeline is Scheduled to Close Within a Specified Period?

25 How Much Opportunity Revenue in My Team's Pipeline is Scheduled to Close Within a Specified Period?

Part IV Opportunities

26 What Are the Top Ten Open Opportunities, Their Days to Close, and Total Revenue?

27 How Many Leads Do Not Result in Conversion to Opportunity?

28 What Are My Unaccepted Leads by Age?

29 Who is the Primary Sales Resource Associated With Each Opportunity For This Customer?

30 How Well Are Our Sales Representatives Dispositioning Leads?

31 What is the Age and Number of My Open Leads?

32 What Are My Open Leads By Source?

33 What Are the Details of Leads Assigned to My Team?

34 What Are My Organization's Top Open Opportunities?

35 How Do I Determine My Organization's Opportunity Aging by Sales Stage?

Part V Competitors

36 Who Are My Top Competitors and What Is Our Revenue Exposure to Them?

37 Which Were the High-Value Opportunities That We Lost to Our Competitors?

38 What Are the Most Likely Reasons That We Lose Against Our Competitors?