Worksheet · Sales Effectiveness Health Check
Fix the weekly and the monthly review
It prints on A4 with room to write.
A Monday meeting of stories changes nothing. This sheet sets two fixed dates and three numbers that stay the same each time. It builds the Competent step of the check:
A weekly and a monthly review run on fixed dates with the same pipeline, activity and results numbers each time.
Step 1. Set the two meetings
| Meeting | Day and time | Length | Who attends | Numbers it reads | Where the numbers come from |
|---|---|---|---|---|---|
| Weekly | |||||
| Monthly | |||||
| e.g. Weekly | Monday 8.30 | 45 minutes | Manager and all reps | Pipeline, calls made, orders won | CRM report run on Friday |
Step 2. Define the three numbers once
| Number | Exact definition | Who produces it | When it is ready |
|---|---|---|---|
| Pipeline | |||
| Activity | |||
| Results |
Send the numbers before the meeting. The meeting spends its time on what they say.
Step 3. Keep an actions log
| Date | Action | Owner | Due | Done by the next review? |
|---|---|---|---|---|
Do not add a fourth number until the three are trusted.
Done when: both reviews have run on their fixed dates for two months, with the same three numbers each time.
Written for this check.
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.