TEXT BOOK NAME; ( Data Driven, by Jenny Dearborn. )

Notice that "Reasons for Missing Quota" have already been put into the spreadsheet (from Chapters 1-4). Reasons for Missing Quota is another name for "KPI." And KPI is another name for "Variable." So, possible variables that might have hurt (or helped) our quota attainment have been listed in the first column (A).

Despite what the book says, the head of Sales normally does not have control over the entire company. Based on your experience, mark the variables with the correct information.

In column C, mark those variables that are measurable with an "Y" or "N." Be creative, there are more than you think.

In column D put down where or how the company might get the data. For example -- in the CRM or through a Win/Loss analysis or a Rep survey.

In column E, write down what the evidence (the data) for or against would look like. For example, "poorly trained reps" might be a report showing no classes taken in the last 12 months; or a Win/Loss analysis might report that the customer said the Rep didn't know anything!

Reason For Missing Quota (KPI, Variable) Who would "own" (or be responsible) for this data? Is the variable measurable? Is the data available? If so, where? What would be an example of the data or evidence? EXAMPLE: Poor Products Development Win/Loss showing product as a primary reason for losing. Lots of support tickets Yes. CRM, Customer Support system, in the Customer Support system. Gartner Gartner Magic Quadrant. research showing product to be inferior to competitors. 4 Not enough/wrong Training s Not enough Support 6 Wrong Reps (i.e. poor fit) 7 Poor Territory Organization & Bad Compensation Plan Small Deal Sizes 10 Not enough Reps 11 Reps not up to speed quickly enough 12 Bad Economy 13 Price too High 14 Stale Technology is Quota not Realistic 16 Poor Win Rate 17 Too many "Abandoned" Deals 18 Poor Quality Leads (not qualified) 19 Poor Advertising 20 Poor Presales Support 21 Feature Poor Products 22 Low Quality Demos 23 Inexperienced Reps 24 Not enough Leads 25 Core Training not Mandatory 26 High Turnover 27 Training on Competition 28 Poor Market Segmentation 29 Motivation 30 Poor Sales Leadership 31 Low Partner Engagement 32 Pipeline to Quota Ratio 33 Insufficient Prospecting 34 % Abandoned Deals 35 % Bundled Deals 36 Upsell vs New Bookings 37 Average Account Size 38 Top Selling Products 39 Reason For Missing Quota (KPI, Variable) Who would "own" (or be responsible) for this data? Is the variable measurable? Is the data available? If so, where? What would be an example of the data or evidence? EXAMPLE: Poor Products Development Win/Loss showing product as a primary reason for losing. Lots of support tickets Yes. CRM, Customer Support system, in the Customer Support system. Gartner Gartner Magic Quadrant. research showing product to be inferior to competitors. 4 Not enough/wrong Training s Not enough Support 6 Wrong Reps (i.e. poor fit) 7 Poor Territory Organization & Bad Compensation Plan Small Deal Sizes 10 Not enough Reps 11 Reps not up to speed quickly enough 12 Bad Economy 13 Price too High 14 Stale Technology is Quota not Realistic 16 Poor Win Rate 17 Too many "Abandoned" Deals 18 Poor Quality Leads (not qualified) 19 Poor Advertising 20 Poor Presales Support 21 Feature Poor Products 22 Low Quality Demos 23 Inexperienced Reps 24 Not enough Leads 25 Core Training not Mandatory 26 High Turnover 27 Training on Competition 28 Poor Market Segmentation 29 Motivation 30 Poor Sales Leadership 31 Low Partner Engagement 32 Pipeline to Quota Ratio 33 Insufficient Prospecting 34 % Abandoned Deals 35 % Bundled Deals 36 Upsell vs New Bookings 37 Average Account Size 38 Top Selling Products 39