CRM Sandbox

Sales Management

SignalPath's CRM, showing the four reps you manage and every deal, contact and logged call behind them. Each number is counted from the same records, so the pipeline board, the scorecards and the forecast always reconcile with one another.

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Your brief Nine days ago you were carrying a bag on this team. Today you manage it, and your VP wants a forecast and a coaching plan on Thursday. Open the brief

SignalPath sells marketing attribution software to other businesses: the kind of platform a VP of Marketing buys to find out which campaigns actually produced revenue. Deals run from about $6,000 a year for a small company to well over $100,000 for an enterprise rollout, and a typical one takes two to three months and four or five people at the customer saying yes.

The company is eight years old, past the risky part, not yet large. Around $5 million in recurring revenue, fifteen quota-carrying reps split into four pods. You have just been promoted to run the Central pod in Austin. Until last month you were one of its reps.

Your number Four reps, each carrying $130,000 a quarter. That makes your pod responsible for $520,000 this quarter. You are measured on the pod, not on any one rep.
The calendar It is 18 November. The quarter closes 31 December, which sounds like six weeks and is not: Thanksgiving takes one, and the last two weeks of December are when buyers stop answering. Call it four usable weeks.
Why the job was open Ray Okonjo ran this pod for three years and moved to Enterprise in October. He was well liked, ran the team off the home page of this CRM, and left no notes beyond a spreadsheet of last quarter's numbers.
Who is asking Elena Marsh, VP of Sales. She approved your promotion over an external candidate and has a headcount decision for next year that depends partly on what you tell her.
The ask, Thursday Two things. A forecast she can take to the board, and a coaching plan naming what changes for each rep. Her words: "Do not tell me who is behind. Tell me why, and what you are doing about it."
The awkward part You sold alongside two of these four people until five weeks ago. One of them applied for the job you now have.

Who is on the team

Everything below is what HR and the org chart know. None of it tells you how any of them are actually doing.

  • Priya Raman — 14 months in the role, promoted internally from the outbound team. Carries the broadest account list in the pod and is first into the office most days.
  • Nate Halloran — four years, the longest-tenured rep here. Closed the two largest deals the pod has ever signed. Mostly enterprise, and the person everyone else asks when a deal gets complicated.
  • Camila Ortiz — 20 months, hired from a competitor where she was a top performer. Mixed book across all three segments. Runs the most detailed deal notes on the team.
  • Kate Lindqvist — two years, previously in channel sales. Concentrated in mid-market and SMB, and consistently the fastest in the pod to get a deal from first call to signature.
Two things nobody mentioned

First, this CRM has never been audited. Every activity, close date and forecast category in it was typed in by the rep who owns the deal. It records what they said, not what happened.

Second, the home page you are about to land on ranks your team by closed revenue. That is the view Ray managed from, and it is the first thing you will see.

Hold three questions while you work: Who on this team is actually in trouble, as opposed to simply ranked last? Which of your reps looks safest and is the biggest risk to next quarter? And which number here would you be embarrassed to have quoted to Elena if she checked it herself?

Rep leaderboard

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Where deals are lost