Page 15 - Management Report Matrix Guide
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ABOUT THIS REPORT
The GrowthForce KPI Sales Scorecard is a one page sales summary of leading indicators for closed sales and revenue. It compares actual results and TTM trends for your primary sales activity drivers.
This report is a leading indicator of future revenue and can help you predict when you need to add more staff to work on new revenue opportunities.
It shows whether your sales and marketing teams are hitting their sales targets and whether your revenue forecasts will hold. It helps you identify where and when there are issues with sales and marketing.
ACTIONS TO TAKE
» Look at the right side TTM column to see if you have any downward trending lines.
If your Qualified Leads TTM or Proposals TTM lines are trending down, this means you likely don’t have the pipeline to hit your sales targets.
If you are not happy with the sales results, look at these sales drivers to determine where to drill down further and focus your time. If leads are down, work with marketing.
If the leads are there but the conversion is not, look at the quality of the leads or training of your sales team.
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