Revenue Operations Focus Board
The operating review: territory and segment coverage, quota against capacity, and the weekly, monthly, and quarterly cycle.
Dashboards
At a Glance shows pipeline coverage and attainment by territory or segment, quota against current pipeline, and where headcount or territory is out of line with plan.
Analyses
Weekly, Monthly, Quarterly, and Management. Weekly is the current quarter while there is still time to change the number. Management ends in three areas to improve.
KPIs and Forecasting
The numbers the company manages: pipeline health, velocity, conversion, forecast variance, win and loss, and unit economics.
Dashboards
Pipeline velocity, coverage, forecast versus what closed, and quota attainment, so you can see whether the number can be trusted and who is off plan.
Analyses
KPIs, Forecasting, and Analysis. Use this topic when the question is whether the forecast can be trusted.
Process Design and Optimization
How revenue moves from lead to cash, or lead to renewal: methodology, handoffs, deal desk, and rules of engagement.
Dashboards
Stage conversion, days in stage, deals missing a next step, and why deals are lost, so you can see where the path stalls.
Analyses
Process Advisor and Analysis name where the path breaks: a handoff with no owner, a stage that does not convert, or a rule the team is not following.
Board Meeting
The quarterly conversation with the board. The questions are about revenue predictability.
Dashboards
Quarter revenue, pipeline by owner against last quarter's conversion, and which motions produced the revenue, so the board can see whether the quarter was predictable.
Analyses
Quarter Results & Forecast Credibility, Pipeline Health & Next-Quarter Outlook, Growth Quality & Customer Durability, and Execution Capacity & Efficiency.
Commissions and Quota
How the sales plan is tested against quota and pay.
Analyses
Agree the quota with the sales organization in Comp Planner before the quarter starts. Planning asks who is under quota before the quarter is locked. Reporting asks what attainment was, what commission was calculated or paid, and where credit split away from the opportunity owner.
Your own topics
Test analytical prompts on your CRM data, then publish the dashboards and analysis topics that hold up for the people who use them.
Try the prompt first
Run it on the opportunities, forecast, and activity in front of you. Keep the result when it answers the question you brought.
Publish for consumers
A published dashboard or analysis topic is what consumers open, next to the five that already ship.
Action Planner
A finding on an analysis section, or on the conclusion, becomes a project with a title, tasks, priorities, and dates. Each task is assigned to a person, with a due date and a definition of done. An insight only changes the work if someone is accountable for it.
Comp Planner
A sales compensation planner. Set commission rates and quota, then read the revenue and the cost of sale those choices produce.
Rates and quota
Adjust a commission rate or a quota before the quarter is locked, and see who is under or over plan.
Revenue and cost of sale
The forecast shows the revenue those quotas imply and what the commissions cost if the team hits them.