Take Control with the Right Sales Reports

The “right” sales reports are critical for every revenue leader. Like you, we have our favorite go-tos as well.

?? Start with the end in mind, then work backward

Tools like Hubspot, Salesforce, and others enable the creation of new reports and dashboard views with a few simple mouse clicks. Unfortunately, you can quickly become lost without adequate focus and governance.?

The right revenue growth and sales management reports will enable you to lead the business. If yours is a young software company with a large account focus and a growing base of ARR, compare our 10 favorites to yours:

1. Overall revenue health. Total sales pipeline by new business and renewals on a rolling 12-month basis.

2. Must-win renewals list. The top expiring agreements by deal, the annual amount, and expiration month - again, on a rolling 12-month basis.

3. Gap to full-year plan. Total sales forecast vs. target by sales stage for the current year showing the mix of new business and renewals.

4. Full-year AE accountability. By AE, the total pipeline and forecast by sales stage with close dates in the current year vs. target.

5. Quarterly AE accountability. Same as point 4 but with close dates in the current quarter vs. target.

6. In-quarter renewals. List of top renewals in the current quarter.

7. New commits. List the top 10 net new deals with amounts forecast to close in the current quarter.

8. Sales upside. List the 10 unforecast deals with amounts to close dates in the next 180 days.

9. New pipeline. By AE, the amount and number of net new deals added in the current month.

10. Forecast accuracy. Compare the trailing three months of forecast vs. actuals.

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Sales is hard, but it isn’t complicated. Build buyer trust with relevant discovery, align your solution to need, and propose terms and timelines that support your promise to the market.

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