Using this dashboard and the agenda below, you can hold the perfect weekly forecast meeting with your sales team!
The weekly forecast meeting should be extremely strict and disciplined. This is not the time or place for discussions about processes or open-ended questions. Instead the meeting should focus on reality, the hard numbers and actual business opportunities.
- Start at the top by filtering the dashboard on the sales reps/roles that will be in the meeting. When the selection has been made, press “Run”.
- Go through the status for the current month and quarter;
“So far we have closed X$ this month. The target is Y$. We are on track to hit the target for the month.”
“So far we have closed X$ this quarter. The target is Y$. We are NOT on track to hit the target for the quarter.”
These questions are answered in the top section of the dashboard:
Most of these numbers speak for themselves. The column chart gives a visual overview of said numbers. The dark blue line indicates where you need to be. The green columns show accumulated sales throughtout the month/quarter.
If the green reaches above the dark blue line, that means you are on pace, in that case: Good job!
Going through these numbers every week promotes a sense of responsibility. If you are not on pace, you and your sales reps will be held accountable. This motivates people to perform throughout the week.
- Next you’ll briefly go through all deals that have been closed since the last meeting. For every deal, the responsible sales rep must go through the deal in short;
- Why did they perceive us as the best solution?
- Why did they decide to act now? What problem did they want to solve?
- Did the deal close on time? If not: Why?
- Did the deal close at the expected X$? If not: Why?
Every deal closed in the last seven days is displayed in the dashboard. This list also shows if the order deviated from the expected close date or the expected value. To the right a total $ and total # of orders are displayed.
By clicking the three dots next to each order description or company name, you can easily go to the relevant order/client in Upsales (opens in new tab).
- Last but not least, every sales rep should go through every opportunity in his/hers active pipeline. This will be done in a similar fashion to how it was done in point 3. In the dashboard every active opportunity is shown.
Green arrows indicate that the opportunity has moved forward in the last seven days. A red arrow means that the opportunity has moved backwards. Value change and change in expected close date are also shown.