Sales review templates

If the audience is relatively new to your business, then you can give a business overview as in the slide below:. Use a dashboard to show different metrics on one slide such as revenue, gross profit, net profit and earnings per share. Graphs comparing your performance over the last few quarters or years helps decision makers analyse if they are going in the right direction or not. Sales manager can now take each sales metric one by one and see how the sales team fared in that.

Analyse which country or countries yielded the most revenue for your team. Map out the results using a world map. This helps you make strategic decisions for the next quarter. Did adding two more sales reps to target Asia yield positive results? If not, they can be assigned to a country that is already giving you maximum ROI. If the result is a tremendous jump in sales, then you might think of adding more. Slide 12 of Complete Sales Deck.

You can also drill down into country by country to identify the areas within that country that are most profitable for you. For instance, you can use US Map to identify highest selling states:.

Although you have analyzed your quarterly performance in the executive summary, you might not include that slide if you are presenting to the sales team.

Dedicate a slide entirely to measuring your sales performance over the last few months, quarters or years depending on whether your sales review meeting is being held monthly, quarterly or yearly. If you have multiple products, you can use a clustered bar graph or a line chart. Visualize the most important metrics on one slide using a dashboard template. That ways you are able to compare many metrics together on one slide without going back and forth.

The total revenue and gross profit jumped up? But the new customers acquired were less in number as compared to last year. Get insights about the fluctuating trends using a sales performance dashboard. If you have a product line, then the top management will be most interested in knowing which products are selling the most and which is performing the lowest.

But this alone is not enough to derive any insight. You also need to know the profit percentage of total revenue of each product.

On the other hand, Product C might sell a lot but the sale cost or profit margin might be quite less which makes the high numbers not such an impressive feat. Look at sales revenue from different parameters before you reach any conclusion. What was the expected sales revenue proposed in the budget? What were the actual sales? This comparison is called as sales budget vs actual and helps the management see the success or failure of the sales team to meet proposed targets.

It also helps the management and the sales manager to set realistic goals for the next quarter or year. We looked at some sales KPIs above such as sales revenue by region, product and so on. But there are so many other metrics that you have to take into account such as total visitors, number of leads, lead conversion rate, average deal size, and many more.

You can present all such important metrics on one slide. You could also showcase your sales funnel to identify where it is leaking the most. In other words, where are leads dropping out.

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want and need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price go up. Without regularly reviewing productivity, time management, and communication skills, there's no tangible way for a manager to monitor and improve sales success.

Performance reviews are personal experiences, and the feedback you give should accurately reflect the performance of each rep you're reviewing. If you have a large team, it can be easy to slip into providing similar feedback to each person. Here are a few phrases you can use as a starting point when forming your feedback. They're broken down by the following performance review ratings:. These phrases help managers support a numerical score with explanations of what the rep is doing well and what they can improve.

Does the rep struggle to fill their pipeline and make sales? Do they make excuses for their poor performance? If the rep isn't meeting the expectations of their role, use these phrases to communicate why they're receiving a rating of "Does not meet expectations. A rep might be close to meeting expectations but still has some aspects of their job that they need to work on. Maybe they're a new rep who's close to hitting their quota but is just shy each month.

Or they're a more tenured rep who's struggling to apply a new sales approach to their workflow. Clearly identifying these areas for improvement in the performance review will provide points to work on during any coaching or training after the performance review.

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This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information. Pick a time period that makes sense for your industry. Ensure that the budget is supported by the research. Ensure that sales objectives are linked to sales goals, and that sales goals are linked to business goals. Break down estimated expenses to meet sales goals into groups commissions, sales training, sales tools and resources, contest prizes, team building, travel costs, food, etc.

Measure what you want to manage. Keep the plan as simple as possible. Look for untapped market segments to target. Define the value proposition for potential customers.

Map out the ideal customer journey. Sales Plans Challenges While a sales plan is a valuable tool, creating one does pose some challenges: Creating a sales plan can be very time consuming. Inaccurate data will skew forecasts — verify your numbers before you finalize the plan. Rapid growth may increase the workload of the sales team, and throw off forecasts. Be careful not to move goalposts mid-cycle. Neglecting to consult with the sales team may prevent them from buying into the plan.

Neglecting to get feedback from other groups can have a negative impact on the plan. What Is Included in a Sales Plan? Mission and Executive Summary: Include a short history of the business for background.

Also include plans for any future hiring. Target Customers: Break down the customer list into segments by products or product lines. Build a prospect list that includes referrals, renewals, upsells, and any new segments, and make sure to leverage existing customer relationships. Tools, Software, and Other Resources: Include a list of CRM packages or other sales tools including training tools , and provide any relevant documentation. Positioning: Include competitor data, including a comparison of your products with theirs.

Anticipate how market trends may impact your business. Marketing Strategy: Include pricing information, promotions, and any actions you have planned to increase brand awareness. Prospecting Strategy: List criteria for qualifying leads generated by marketing strategy. Action Plan: Include a list of steps needed to hit revenue and sales goals. Revenue and Sales Goals: Include measurable, realistic goals that support the overall business.

Additionally, supply information on how performance will be measured and monitored, and be sure to base projections off historical data. Budget: Include estimated costs including training, sales tools and resources, team building activities, travel, food, contest prizes, etc. Make a case for the budget you present.

Schedule: Provide a timeline that addresses the length of the sales cycle covered by the plan annual, quarterly, month, etc. Other Items: Consider including a performance review of the prior sales cycle, as well as market and industry conditions that may impact sales.