WEEKLY PIPELINE REVIEW:

OPPORTUNITIES TO REVIEW:
- Closing this period
- Slipped deals
- Large opportunities
- At-risk deals
- Newly created

QUESTIONS TO ASK:
1. What changed since last week?
2. What's the next step? When?
3. Who is the champion? Economic buyer?
4. What's the compelling event?
5. What could stop this deal?
6. What help do you need?

DEAL HEALTH INDICATORS:
Green: On track, strong champion, clear next steps
Yellow: Some concerns, requires attention
Red: Significant risk, may need intervention or removal

ACCURACY METRICS:

Forecast Accuracy = 1 - |Actual - Forecast| / Forecast

TRACKING:
- By rep, team, region
- By forecast category
- Over time (trend)
- By deal size

IMPROVEMENT TACTICS:
- Deal inspection rigor
- Stage definitions clarity
- Consistent methodology
- Historical data analysis
- AI-assisted predictions

ACCOUNT PLAN:

ACCOUNT OVERVIEW:
- Company profile
- Industry/market position
- Financial health
- Strategic priorities

RELATIONSHIP MAP:
- Organizational chart
- Key stakeholders
- Champions and detractors
- Influence map

BUSINESS UNDERSTANDING:
- Their strategic initiatives
- Pain points and challenges
- Competitive landscape
- Technology environment

OPPORTUNITY ASSESSMENT:
- Current spend with us
- Whitespace analysis
- Competitive presence
- Growth potential

STRATEGY:
- Account objectives
- Key initiatives
- Resource requirements
- Risk mitigation

ACTION PLAN:
| Initiative | Owner | Timeline | Status |
|------------|-------|----------|--------|
| | | | |

LAND:
- Entry point identification
- Low-friction starting point
- Prove value quickly
- Build relationships

EXPAND:
- Cross-sell opportunities
- Upsell pathways
- Geographic expansion
- Departmental expansion

EXPANSION TRIGGERS:
- New executive hire
- Budget cycle timing
- Company growth/expansion
- Competitive displacement
- Contract renewal
- New initiatives announced

REVOPS PILLARS:

PROCESS:
- Lead management
- Opportunity management
- Account management
- Renewal management

SYSTEMS:
- CRM administration
- Marketing automation
- Sales tools
- Analytics platforms

DATA:
- Data quality
- Reporting and analytics
- Dashboards
- Forecasting

STRATEGY:
- Go-to-market alignment
- Territory design
- Compensation design
- Performance management

COMP PLAN DESIGN:

TARGET EARNINGS:
Base Salary + Variable (OTE)

TYPICAL MIX:
| Role | Base | Variable |
|------|------|----------|
| AE (Enterprise) | 50% | 50% |
| AE (Mid-Market) | 50% | 50% |
| SDR | 70% | 30% |
| AM/CSM | 70% | 30% |

VARIABLE COMPONENTS:
- Quota attainment (primary)
- Accelerators (above quota)
- SPIFs (special incentives)
- MBOs (objectives)

QUOTA SETTING:
- Top-down: Company target → Rep quotas
- Bottom-up: Territory potential → Rep quotas
- Hybrid: Balanced approach

TERRITORY PRINCIPLES:

BALANCE:
- Equal opportunity
- Similar workload
- Fair distribution

COVERAGE:
- No gaps
- Minimal overlap
- Clear boundaries

EFFICIENCY:
- Geographic logic
- Account alignment
- Growth potential

TERRITORY METRICS:
- Accounts per rep
- Revenue per territory
- Quota achievement variance
- Win rate variance

PERFORMANCE METRICS:

LEADING INDICATORS:
- Activity volume
- Pipeline creation
- Meeting conversion
- Proposal volume

LAGGING INDICATORS:
- Revenue closed
- Quota attainment
- Win rate
- Average deal size

DIAGNOSTIC ANALYSIS:
If low activity → Motivation, time management
If low conversion → Skills, messaging
If low win rate → Qualification, competition
If low deal size → Targeting, value selling