The following tools are highly recommended, and can be extremely helpful, when prepping for your One-on-Ones.
o Link to details on that here
o This is a great high level view. Essentially a Bird’s Eye View specifically for the AE you selected
o If you want to dig deep on the forecast, setup and save a Forecast or Weighted forecast report by AE.
Forecast Change Report by Account & Outlet (Weekly & monthly/quarterly)
o Run this report on a weekly basis to see what has booked and what has been added to the forecast
o On a monthly/quarterly basis – change the Forecast “as of” date to see how accurately the AE ‘called’ the accounts for the month/quarter.
§ This will help you coach forecasting, and get better numbers throughout a period.
Pacing report by Account & Outlet (Weekly & monthly/quarterly)
o See which accounts are behind – Why? What can be done to get them booked? Do they need to be reassigned to out of business or inactive?
o See which accounts are ahead – Congrats! Or why? Incremental $$ or earlier booking?
o LY $ Remaining (write forward) compared to TY Forecast – TY Pace (i.e. Pending) – is there enough to beat last year or make budget?
o There are some practices you need to be sure are in place for this to work properly.
§ When the activity is completed the due date needs to be the current date, not the original due date. (We’ve asked for reporting on completed date vs due date but it’s not here yet)
§ All incomplete activities need to have their due date rolled forward at the end/beginning of the week, i.e. if you haven’t gotten it done yet, when will you get to it. Reason for this is, overdue activities from prior weeks do not show in the current week. Managers can look at the activity list and filter by AE if needed to see if there are any.
o See what the AE has been working on this week/last week/next week and the status of each.
§ You can get this on the AE Score card but I find it’s a lot of toggling to see complete and incomplete. The Activity Report offers all of this on one screen.
o Look at the future too! Every interaction with a customer should result in some future activity, even if it’s a few months out. If there isn’t future activity for each account on the Master List you need to question the plan for that account.
Revenue Summary Report by Account & Outlet (Monthly & quarterly)
o I like this report as a look back at the previous period to answer what accounts are Lost, Returning and New compared to last year.
§ Note that this is based on Outlets and Month. A single account could have $$ in all three buckets if it lost the month on one outlet, returning for the month on another, and new on a third.
o Looking at future periods will over state Lost as the order may not be booked yet but will come in. When looking forward the Pacing is really the best to prevent lost rev since it does show finals as well.
o Performance questions answered – How well is the AE growing the account on existing outlets and expanding to additional outlets? How well does the AE retain accounts?
Sales Cycle Stage Report (Run Weekly)
o This is a great coaching tool to help the Managers and AE’s identify where the AE’s strengths and weaknesses lie.
o Identify the deals that are moving through the sales process and those that have stalled.
o Review when the last time the deal has been updated.
o Benchmark yourself by reviewing the close ratio.
§ We all like to think of ourselves as great salespeople but no one can close all deals 100% the time. So mark the deal “Closed Lost”, rather than deleting the deal from Matrix, so you can easily reference what you pitched next time you go to the table with this account.
Once you have a standard practice I recommend sharing the areas you review with the AEs so they can be prepared going into the one-on-ones as well, saving everyone time, lowering stress, and making more time and energy for selling!