Worksheet · Sales Effectiveness Health Check
Run four weeks of reviews from the CRM alone
It prints on A4 with room to write.
Reps fill in the CRM when the manager reads it. This sheet checks what is missing, then runs four weekly reviews from the CRM and nothing else. It builds the Competent step of the check:
Every customer, opportunity and call is in the CRM, and managers run their reviews from it.
Step 1. Check what is missing
| Rep | Active customers in the accounts | Of those, in the CRM | Open deals the rep knows of | Of those, in the CRM | Calls last week, from the diary | Of those, logged |
|---|---|---|---|---|---|---|
Step 2. Four reviews from the CRM alone
| Week | Run from the CRM alone? | Spreadsheets turned away | What was missing | Fixed by |
|---|---|---|---|---|
| 1 | ||||
| 2 | ||||
| 3 | ||||
| 4 |
Whatever is missing from the CRM is missing from the meeting.
Step 3. Fix the three things that stop daily use
| Blocker | Raised by | Fix | Owner | Date |
|---|---|---|---|---|
| e.g. Logging a call takes six screens | Most reps | A one-screen call form on the phone | Sales support | End of month |
Done when: every customer, open deal and call is in the CRM, and the weekly review has run from it for four weeks.
Written for this check.
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.