1. FY16 Q1 TERRITORY METRICS Individual Scores MEETINGS OCT NOV DEC TOTAL
GOAL 20 60
ACTUAL 24 19 63
DELTA 4
(1)
(23)
% to Goal
120%
100%
95%
105%
PROPOSALS 10 30 6
(6)
(4) -
200%
40%
60%
REVENUE
355,000
290,000
275,000
920,000
528,117
327,000
300,000
1,155,117
173,117
37,000
25,000
235,117
149%
113%
109%
126%

2. FY16 Q1 TERRITORY OVERVIEW
Summary of what worked and didn’t work the previous quarter. Success and challenges examples. This area will help upcoming strategic and tactical goals as we look to optimize strengths and weaknesses. Examples:
List significant wins in Q1
How did each win come to fruition?
Significant losses in Q 1
Reasons for those the losses.
What areas need to be address to limit future losses
Consistent hurdles and challenges in the sales process.
Internal and External reason
Areas of continued sales development needed.
Additional training, resources, process changes, etc.
Strategic and tactical goals achieved in Q1
Strategic and tactical goals missed in Q1
Why?

3. FY19 Q2 TERRITORY FORECAST
Spend some time analyzing the next quarter based on current pipeline, conversations and overall territory health. Here are some examples:
Strengths:
What can we leverage to help increase pipeline to get the forecast over goal?
Perhaps utilize SMEs, new sales collateral, targeted marketing approach, customer success stories, endorsements, etc.
Weaknesses:
Where we need improvement, either on an individual level through training and development or on an organizational level through market, sales enablement, product, customer service, etc.
REVENUE
JAN
FEB
MARCH
TOTAL
GOAL
300,000
270,000
320,000
890,000
ACTUAL
200,000
180,000
170,000
550,000
Weighted Pipeline
100,000
75,000
250,000
Actual + Pipeline
255,000
245,000
800,000
DELTA
-15,000
-75,000
-90,000
% to Goal
100%
94%
77%
90%

4. FY16 Q2 Action Plan
Strategic and tactical goals should be created based on the previous analysis. These goals are designed to help diminish any gap in the revenue to goal pipeline.
Strategic Goals Examples:
Enter a new market segment to expand customer base.
Upsell existing accounts.
Learn to cross-sell new products.
Receive referral business from existing customers.
Study new prospecting approaches to increase effectiveness.
Double new business revenue quarter over quarter.
Focus on selling the product to increase sales.
Tactical Goals
Monthly sales call goal of X to help increase pipeline.
Devote X hours a day to prospecting new business.
Goal of X renewal proposals a month.
Goal of X proposals to new potential customers a month.
Increase product sales by X%.
Receive X referrals throughout the quarter.

5. COMMENTS Notes/feedback:
Optional: comments/feedback to be completed by the sales rep
Notes/feedback:
Sign (Manager): _____________________________
Date: _____________________________
Sign (Rep): _____________________________
Date: _____________________________