Instructions

There are only two tabs in this workbook that require inputs from the user. All of the other tabs show custo
replace with your actual data.

The first tab named "Orders and Forecast" is the main data entry tab that displays the information about y
period that you want to analyze. Simply enter the Start Date and End Date, and all of the reports will only
time window. For example, even if you have a full quarter's worth of data in the spreadsheet, if you select
will only calculate the results for the month of November.

The second tab named "Drop Downs" is where you enter the names of the people in your sales organizati
names and options then become options to be analyzed in the reports. (I.e. Sales by sales rep, director, V

By adjusting the reporting date range on the "Orders and Forecast" tab, this spreadsheet workbook may b
the future, or both closed and forecasted opportunities combined (I.e. running a full quarter report in the m
sources.

Reporting: This spreadsheet includes reports that show sales by rep, manager, director, region, VP, produ
also has reports that calculate the average order discount by sales rep which has been proven to be a ver
modify the data. For example, within the "Field Sales" report, you can click on the grey bar at the bottom t
analyze. Or, at the top of that report, you can click on the "Product Types" or "OEM" drop down options to
sales management tool that helps to provide more targeted coaching. You may hide columns on the "Ord
as that will negatively impact the reports.

NOTE: This is the basic version of the Sales and Forecast Analytics Spreadsheet, br
allows up to 25 opportunities to be input and analyzed. The full version allows f
reporting and analytics functionality. The full version can be purchased at www

If you need assistance customizing this tool to meet your specific needs, please con
EXCEL08

of the other tabs show customizable reports based on that data. It comes with sample data that you can

lays the information about your orders and/or opportunities. The top of that tab also asks for the reporting time
nd all of the reports will only show the data for the orders and/or forecasted opportunities that fall within that
he spreadsheet, if you select only the month of November in the Reporting period, then the following reports

ople in your sales organization, as well as your territory names, partners, and product types. All of these
Sales by sales rep, director, VP, Region, partner, product type, etc.)

preadsheet workbook may be used for analyzing closed sales, forecasted opportunities expected to close in
a full quarter report in the middle of a quarter). Data may be entered manually or imported from other data

er, director, region, VP, product, and sales stage, all within any user defined time window that you select. It
has been proven to be a very effective sales management tool. The reports are designed so you can easily
n the grey bar at the bottom titled "Field Account Executive" to select any subset of Field AE's that you want to
"OEM" drop down options to quickly view your indivdiual product sales by sales rep, which is another valuable
ay hide columns on the "Orders and Forecast" tab that do not apply to your business, but do not delete them

alytics Spreadsheet, brought to you by www.SpreadsheetMarketplace.com. This version

he full version allows for an unlimited number of opportunities and provides deeper
n be purchased at www.spreadsheetmarketplace.com in the business tools section.

ecific needs, please contact us at info@spreadsheetmarketplace.com or call us at 1-888EXCEL08

data that you can

s for the reporting time

that fall within that
he following reports

pes. All of these

expected to close in
ted from other data

that you select. It

d so you can easily
AE's that you want to
h is another valuable
t do not delete them

com. This version

ovides deeper
tools section.

or call us at 1-888-

Field Account
Executives

Field Sales Managers

Inside Sales
Reps

Susan

Bob D.

Erica

Karen

Deborah

Bob

Kelly M.

Amanda

Serena

Joseph

Sally

Sara

Jeff

Jack

Karen

Jane

Jim

James

Bill

Phil

Samantha

Todd

Blake

John

Michael

Frank

Eric
Jennifer
Susan
Mary
Dennis
Brad
Bryan
Shelby
Ashley
Ron
Nora
Neil
Julie

Elliott

Inside Sales Managers Regional Directors

VPs

Region

OEMs

Resellers

Stages

Product Types

Donna

Northeast

Ingram

ABC

1-Initial Qualification

Web v1

Sam

Southeast

RTECH

XYZ

2-Discovery

Web v1.1

Northwest

XTECH

3-Solution Mapping

Web v2.0

Southwest

GTECH

4-Negotiation

PC v1

Canada

LTECH

5-Closed

PC v1.1
PC v2.0
Unix

Reports Start Date

01/01/09

Enter the start and end dates for which you want the follow

Reports End Date

03/31/09

Rember to select "Refresh Data" under the PivotChart drop

Doing this once will update the of all reports each time you

Enter data into the white cells below only. The

green cells are automatically calculated.

Account name
Sample customer
Yahoo!
GE
Ford
BC-BS
Geico
Microsoft
ABC
XYZ
DHL
Ford
Graco
Geico
Evenflo
Gerber
Target
Johnson & Johnson

Quote #
2348
3323
3422
5234
7456
5654
8556
7667
7533
7335
6336
4145
3663
3647
5234
6345
4575

Close date
01/02/08
01/03/08
01/05/08
01/05/08
01/20/09
01/20/09
01/20/09
01/20/09
01/20/09
01/20/09
01/20/09
02/20/09
02/20/09
02/20/09
02/20/09
02/20/09
02/20/09

Probability
to Close
100%
100%
100%
100%
50%
60%
20%
50%
60%
20%
50%
60%
20%
70%
40%
50%
60%

List License
License
price
Discount %
$10,000
20.00%
$11,400
5.00%
$10,300
0.00%
$11,700
8.00%
$10,600
9.50%
$12,000
11.00%
$10,900
11.00%
$12,300
19.00%
$11,200
24.00%
$12,600
40.00%
$11,500
15.00%
$12,900
14.00%
$11,800
10.00%
$11,000
5.00%
$12,000
5.00%
$14,000
20.00%
$15,000
5.00%

NOTE: This is the Trial version of the Sales and Forecast Analytics Spreadsheet, bro
trial version allows up to 25 opportunities to be input and analyzed. The full versi
provides deeper reporting and analytics functionality. The full version can be p
business tools section.

for which you want the following reports to summarize the data

ta" under the PivotChart drop down menu in any of the report tabs.
he of all reports each time you change these start or end dates.

Net license
price
$8,000
$10,830
$10,300
$10,764
$9,593
$10,680
$9,701
$9,963
$8,512
$7,560
$9,775
$11,094
$10,620
$10,450
$11,400
$11,200
$14,250
$0
$0
$0
$0
$0
$0
$0
$0

List
maintenance
price
$1,800
$2,052
$1,854
$2,106
$1,908
$2,160
$1,962
$2,214
$2,016
$2,268
$2,070
$2,322
$2,124
$1,980
$2,100
$2,200
$2,400

Maintenance
Discount %
20.00%
5.00%
0.00%
8.00%
9.50%
11.00%
11.00%
19.00%
24.00%
45.00%
15.00%
14.00%
10.00%
5.00%
5.00%
10.00%
5.00%

Net
maintenance
price
$1,440
$1,949
$1,854
$1,938
$1,727
$1,922
$1,746
$1,793
$1,532
$1,247
$1,760
$1,997
$1,912
$1,881
$1,995
$1,980
$2,280
$0
$0
$0
$0
$0
$0
$0
$0

List
Services
price
$45,000
$49,500
$44,000
$38,445
$49,333
$35,025
$30,220
$45,500
$50,000
$25,300
$25,750
$29,000
$31,400
$28,750
$28,750
$33,000
$35,000

Services
Discount %
5.00%
4.00%
3.00%
2.00%
5.00%
5.00%
1.00%
0.00%
0.00%
6.00%
7.00%
3.00%
5.00%
2.00%
5.00%
5.00%
10.00%

Net
services
price
$42,750
$47,520
$42,680
$37,676
$46,866
$33,274
$29,918
$45,500
$50,000
$23,782
$23,948
$28,130
$29,830
$28,175
$27,313
$31,350
$31,500
$0
$0
$0
$0
$0
$0
$0
$0

ytics Spreadsheet, brought to you by www.SpreadsheetMarketplace.com. This

alyzed. The full version allows for an unlimited number of opportunities and
full version can be purchased at www.spreadsheetmarketplace.com in the
iness tools section.

Net
List hardware Hardware hardware Total Order Total Order
price
Discount %
price
List Price
Net Price
OEM
$10,000
0.00%
$10,000
$66,800
$62,190
$11,000
0.00%
$11,000
$73,952
$71,299
$12,500
6.00%
$11,750
$68,654
$66,584
Ingram
$15,125
5.00%
$14,369
$67,376
$64,746
$9,050
3.00%
$8,779
$70,891
$66,965
$9,440
12.00%
$8,307
$58,625
$54,183
$8,945
15.00%
$7,603
$52,027
$48,968
RTECH
$10,250
10.00%
$9,225
$70,264
$66,481
$11,544
15.00%
$9,812
$74,760
$69,857
$12,050
15.00%
$10,243
$52,218
$42,832
Ingram
$14,350
10.00%
$12,915
$53,670
$48,397
$18,500
0.00%
$18,500
$62,722
$59,721
$12,750
0.00%
$12,750
$58,074
$55,112
$14,500
5.00%
$13,775
$56,230
$54,281
$14,500
5.00%
$13,775
$57,350
$54,483
$17,000
5.00%
$16,150
$66,200
$60,680
$18,000
5.00%
$17,100
$70,400
$65,130
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0

Reseller

GTECH

LTECH

LTECH
LTECH

Notes opportunity
description

Field
Account Field Sales Inside Sales Inside Sales
Executives Managers
Reps
Managers
Sally
Kelly M.
Erica
Karen
Jane
Bob D.
Amanda
Serena
Julie
Sara
Jeff
Jack
Dennis
Jim
James
Karen
Eric
Samantha
Todd
Serena
Phil
Michael
Frank
Jack
Susan
Kelly M.
Elliott
Jack
Bryan
Bob D.
Erica
Jack
Ron
Sara
Amanda
Jack
Sally
Jim
Jeff
Karen
Jane
Samantha
James
Serena
Phil
Michael
Todd
Jack
John
Kelly M.
Frank
Karen
Eric
Bob D.
Elliott
Serena
Bryan
Bob D.
Frank
Serena
Ron
Bob D.
Elliott
Jack
Eric
Sara
Elliott
Serena

Regional
Directors
Deborah
Joseph
Karen
Bill
Deborah
Joseph
Karen
Bill
Deborah
Joseph
Karen
Bill
Blake
Joseph
Joseph
Karen
Joseph

VPs
Donna
Sam
Donna
Sam
Donna
Sam
Donna
Sam
Donna
Sam
Donna
Sam
Donna
Sam
Sam
Sam
Sam

Region
Northeast
Southeast
Northwest
Southwest
Canada
Northeast
Southeast
Northwest
Southwest
Canada
Northeast
Southeast
Northwest
Southwest
Southwest
Southwest
Southwest

Stages
1-Initial Qualification
2-Solution Mapping
3-Benefit recognition
4-Negotiation
5-Closed
3-Benefit recognition
1-Initial Qualification
2-Solution Mapping
3-Benefit recognition
4-Negotiation
5-Closed
3-Benefit recognition
3-Benefit recognition
2-Solution Mapping
2-Solution Mapping
2-Solution Mapping
2-Solution Mapping

Product Types
Web v1
Web v1.1
Web v2.0
PC v1
PC v1.1
PC v2.0
Unix
Web v1
Web v1.1
Web v2.0
PC v1
PC v1.1
PC v2.0
Unix
Web v1
Web v1.1
Web v2.0

License
Discount $
$2,000
$570
$0
$936
$1,007
$1,320
$1,199
$2,337
$2,688
$5,040
$1,725
$1,806
$1,180
$550
$600
$2,800
$750
$0
$0
$0
$0
$0
$0
$0
$0

License
Discount %
20.00%
5.00%
0.00%
8.00%
9.50%
11.00%
11.00%
19.00%
24.00%
40.00%
15.00%
14.00%
10.00%
5.00%
5.00%
20.00%
5.00%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Maintenance Maintenance
Discount $
Discount %
$360
20.00%
$103
5.00%
$0
0.00%
$168
8.00%
$181
9.50%
$238
11.00%
$216
11.00%
$421
19.00%
$484
24.00%
$1,021
45.00%
$311
15.00%
$325
14.00%
$212
10.00%
$99
5.00%
$105
5.00%
$220
10.00%
$120
5.00%
$0
#DIV/0!
$0
#DIV/0!
$0
#DIV/0!
$0
#DIV/0!
$0
#DIV/0!
$0
$0
$0

Services
Discount $
$2,250
$1,980
$1,320
$769
$2,467
$1,751
$302
$0
$0
$1,518
$1,803
$870
$1,570
$575
$1,438
$1,650
$3,500
$0
$0
$0
$0
$0
$0
$0
$0

Services
Discount %
5.00%
4.00%
3.00%
2.00%
5.00%
5.00%
1.00%
0.00%
0.00%
6.00%
7.00%
3.00%
5.00%
2.00%
5.00%
5.00%
10.00%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Hardware
discount $
$0
$0
$750
$756
$272
$1,133
$1,342
$1,025
$1,732
$1,808
$1,435
$0
$0
$725
$725
$850
$900
$0
$0
$0
$0
$0
$0
$0
$0

Hardware
discount %
0.00%
0.00%
6.00%
5.00%
3.00%
12.00%
15.00%
10.00%
15.00%
15.00%
10.00%
0.00%
0.00%
5.00%
5.00%
5.00%
5.00%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Total Order
discount $
$4,610
$2,653
$2,070
$2,630
$3,926
$4,442
$3,059
$3,783
$4,903
$9,386
$5,273
$3,001
$2,962
$1,949
$2,868
$5,520
$5,270
$0
$0
$0
$0
$0
$0
$0
$0

Total Order
discount %
6.90%
3.59%
3.02%
3.90%
5.54%
7.58%
5.88%
5.38%
6.56%
17.97%
9.82%
4.78%
5.10%
3.47%
5.00%
8.34%
7.49%
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

Weighted
License Only X
Probability
$8,000
$10,830
$10,300
$10,764
$4,797
$6,408
$1,940
$4,982
$5,107
$1,512
$4,888
$6,656
$2,124
$7,315
$4,560
$5,600
$8,550
$0
$0
$0
$0
$0
$0
$0
$0

Weighted
Weighted
Weighted
Weighted Total
Maintenance Only X Services Only X Hardware Only
Order X
Probability
Probability
X Probability
Probability
$1,440
$42,750
$10,000
$62,190
$1,949
$47,520
$11,000
$71,299
$1,854
$42,680
$11,750
$66,584
$1,938
$37,676
$14,369
$64,746
$863
$23,433
$4,389
$33,482
$1,153
$19,964
$4,984
$32,510
$349
$5,984
$1,521
$9,794
$897
$22,750
$4,613
$33,241
$919
$30,000
$5,887
$41,914
$249
$4,756
$2,049
$8,566
$880
$11,974
$6,458
$24,199
$1,198
$16,878
$11,100
$35,833
$382
$5,966
$2,550
$11,022
$1,317
$19,723
$9,643
$37,997
$798
$10,925
$5,510
$21,793
$990
$15,675
$8,075
$30,340
$1,368
$18,900
$10,260
$39,078
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0

Field AE's

Field Sales Ma Inside Sales

Inside Sales M

Susan
Bob
Sally
Jane
Phil
John
Eric
Jennifer
Susan
Mary
Dennis
Brad
Bryan
Shelby
Ashley
Ron
Nora
Neil
Julie

Bob D.
Kelly M.
Sara
Jim
Samantha
Michael

Karen
Serena
Jack

Erica
Amanda
Jeff
James
Todd
Frank
Elliott

Regional DirecVP

Regions

OEMs

Partners

Stage

Deborah
Joseph
Karen
Bill
Blake

Northeast
Southeast
Northwest
Southwest
Canada

Ingram
RTECH

ABC
XYZ
XTECH
GTECH
LTECH

1-Initial Qualific Web v1

2-Discovery
Web v1.1
3-Solution MappWeb v2.0
4-Negotiation PC v1
5-Closed
PC v1.1
PC v2.0
Unix

Donna
Sam

Product Type

Total Sales Reps

Closed Sales by Field
$400,000

$350,000

$300,000

$250,000

$200,000

$150,000

$100,000

$50,000

$0

Sum - Weighted Total Order X Probability $55,034

20.00%

Average Discounts by Field Sales Reps

18.00%

16.00%

14.00%

12.00%

10.00%

Average - Total Order discount % 5.19%

8.00%

6.00%

4.00%

2.00%

0.00%
Eric

Jane

John

Phil

Ron

Sally

Susan Total Result

Total
$400,000

$350,000

$300,000

$250,000

Sum - Weighted Total Order X Probability

$200,000

$150,000

$100,000

$50,000

$0
Bob D.

Jim

Kelly M.

Michael

Samantha

Sara

Total Result

Total
$400,000

$350,000

$300,000

$250,000

Sum - Weighted Total Order X Probability $41,914

$200,000

$150,000

$100,000

$50,000

$0
Elliott

Erica

Frank

James

Jeff

Todd Total Result

Total
20.00%

18.00%

16.00%

14.00%

12.00%
Average - Total Order discount % 6.56%

10.00%

8.00%

6.00%

4.00%

2.00%

0.00%
Elliott

Erica

Frank

James

Jeff

Todd

Total Result

Total
$400,000

$350,000

$300,000

$250,000
Sum - Weighted Total Order X Probability
$183,631

$200,000

$150,000

$100,000

$50,000

$0
Karen

Serena

Total Result

Total
$400,000

$350,000

$300,000

$250,000

Sum - Weighted Total Order X Probability $69,073

$200,000

$150,000

$100,000

$50,000

$0
Blake

Deborah

Joseph

Karen

Total Result

Total
$400,000

$350,000

$300,000

$250,000
Sum - Weighted Total Order X Probability
$120,411

$200,000

$150,000

$100,000

$50,000

$0
Sam

Total Result

Total
$400,000

$350,000

$300,000

$250,000

Sum - Weighted Total Order X Probability $42,049

$200,000

$150,000

$100,000

$50,000

$0
Northeast

Northwest

Southeast

Southwest

Total Result

Total
$400,000

$350,000

$300,000

$250,000

$200,000
Sum - Weighted Total Order X Probability $9,794

$150,000

$100,000

$50,000

$0

Total
$400,000

$350,000

$300,000

$250,000

Sum - Weighted Total Order X Probability

$200,000

$150,000

$100,000

$50,000

$0
Web v1

Web v1.1 Web v2.0

PC v1

PC v1.1

PC v2.0

Unix

Total Result