FY16 Q1 TERRITORY METRICS Individual Scores MEETINGS OCT NOV DEC TOTAL GOAL 20 60 ACTUAL 24 19 63 DELTA 4 (1) (23) % to Goal 120% 100% 95% 105%   PROPOSALS 10 30 6 (6) (4) - 200% 40% 60% REVENUE 355,000 290,000 275,000 920,000 528,117 327,000 300,000 1,155,117 173,117 37,000 25,000 235,117 149% 113% 109% 126%

FY16 Q1 TERRITORY OVERVIEW Summary of what worked and didn’t work the previous quarter. Success and challenges examples. This area will help upcoming strategic and tactical goals as we look to optimize strengths and weaknesses. Examples: List significant wins in Q1 How did each win come to fruition? Significant losses in Q 1 Reasons for those the losses. What areas need to be address to limit future losses Consistent hurdles and challenges in the sales process. Internal and External reason Areas of continued sales development needed. Additional training, resources, process changes, etc. Strategic and tactical goals achieved in Q1 Strategic and tactical goals missed in Q1 Why?

FY19 Q2 TERRITORY FORECAST Spend some time analyzing the next quarter based on current pipeline, conversations and overall territory health. Here are some examples: Strengths: What can we leverage to help increase pipeline to get the forecast over goal? Perhaps utilize SMEs, new sales collateral, targeted marketing approach, customer success stories, endorsements, etc. Weaknesses: Where we need improvement, either on an individual level through training and development or on an organizational level through market, sales enablement, product, customer service, etc. REVENUE JAN FEB MARCH TOTAL GOAL 300,000 270,000 320,000 890,000 ACTUAL 200,000 180,000 170,000 550,000 Weighted Pipeline 100,000 75,000 250,000 Actual + Pipeline 255,000 245,000 800,000 DELTA -15,000 -75,000 -90,000 % to Goal 100% 94% 77% 90%

FY16 Q2 Action Plan Strategic and tactical goals should be created based on the previous analysis. These goals are designed to help diminish any gap in the revenue to goal pipeline. Strategic Goals Examples: Enter a new market segment to expand customer base. Upsell existing accounts. Learn to cross-sell new products. Receive referral business from existing customers. Study new prospecting approaches to increase effectiveness. Double new business revenue quarter over quarter. Focus on selling the product to increase sales. Tactical Goals Monthly sales call goal of X to help increase pipeline. Devote X hours a day to prospecting new business. Goal of X renewal proposals a month. Goal of X proposals to new potential customers a month. Increase product sales by X%. Receive X referrals throughout the quarter.

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