5. Pushed Deals
Original New
Customer Est. $ Reason
Date Date
6. Q1 Forecast
% Q1
Feb Mar Apr Q1 Target
Target
Subs
Commit
Svc
Subs
Best Case
Svc
Subs
Up Side
Svc
New Cust. # n/a
7. Next Q - Opportunities
Close
Name Est. $ Why Us? Why Now?
Date
8. Large Deals
For all large deals, provide one slide each with the
following detail (think of a PDR snapshot):
1. Deal Summary
2. Key Business Requirement w/ Supporting TP and CP
3. Strategy
4. Sales Stage, risks, potential blockers
5. Key Players, Engagement and Decision Process
6. Action Plan
9. Lead Development
Sales Ready Leads
• List the SRLs that came in to your territory in Q4 and their
current disposition.
• List current late stage SRLs which are most likely to turn
into opportunities, why and the estimated value
11. Issues & Opportunities
List issues and/or challenges to be overcome
• One
• Two
• Three
List opportunities you see to improve the performance of
your territory
• One
• Two
• Three