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-

.

.

.

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 .Field Account Executives Field Sales Managers Inside Sales Reps Susan Bob D. Erica Karen Deborah Bob Kelly M.

0 Unix .0 Southwest GTECH 4-Negotiation PC v1 Canada LTECH 5-Closed PC v1.1 Northwest XTECH 3-Solution Mapping Web v2.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 PC v2.

000 11.000 20.50% $12.000 20.00% $11.00% NOTE: This is the Trial version of the Sales and Forecast Analytics Spreadsheet.600 40.300 19.700 8.500 15.00% $11.00% $10. The full versi provides deeper reporting and analytics functionality. .00% $10.600 9.00% $10. The full version can be p business tools section.00% $15.000 5.00% $11.000 5.00% $11.000 5.900 11.400 5. bro trial version allows up to 25 opportunities to be input and analyzed.00% $12.00% $12.200 24.800 10.00% $12.00% $14.00% $11.300 0. The green cells are automatically calculated.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.900 14.00% $11. 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 % $10.00% $12.

280 $0 $0 $0 $0 $0 $0 $0 $0 List Services price $45.997 $1.775 $11.000 $10.300 $10.782 $23.00% 7.com in the iness tools section.400 $11.00% 15.00% 45.764 $9.701 $9.793 $1.00% Net maintenance price $1.00% 19.500 $50.00% 11.500 $0 $0 $0 $0 $0 $0 $0 $0 ytics Spreadsheet.spreadsheetmarketplace.512 $7.com.00% 5. .000 $23.00% 3.000 $31.746 $1.SpreadsheetMarketplace.220 $45.00% 0.995 $1.00% Net services price $42.000 $25.00% 3.00% 1.124 $1.676 $46.00% 5.750 $33.000 $35. This alyzed.520 $42.274 $29.100 $2.500 $44.680 $37.760 $1.948 $28.727 $1.000 $49.322 $2. The full version allows for an unlimited number of opportunities and full version can be purchased at www.00% 5.593 $10.094 $10.00% 24.00% 5.00% 5.440 $1.00% 6.106 $1.200 $14.250 $0 $0 $0 $0 $0 $0 $0 $0 List maintenance price $1.680 $9.175 $27.908 $2.214 $2.200 $2.963 $8.00% 8.445 $49.620 $10.016 $2.313 $31.00% 2.000 $38.750 $28.400 $28.00% 2.938 $1.949 $1.854 $1.130 $29.268 $2.750 $47.00% 10.300 $25.750 $29.00% 10.500 $50.160 $1.922 $1.333 $35.00% 0.400 Maintenance Discount % 20.560 $9.450 $11. Net license price $8. he of all reports each time you change these start or end dates. brought to you by www.for which you want the following reports to summarize the data ta" under the PivotChart drop down menu in any of the report tabs.980 $2.980 $2.00% 14.052 $1.00% 5.00% 9.00% 5.962 $2.00% 5.866 $33.881 $1.070 $2.50% 11.830 $10.830 $28.00% 0.912 $1.854 $2.00% 4.350 $31.000 Services Discount % 5.532 $1.00% 10.247 $1.918 $45.025 $30.00% 5.800 $2.

243 $52.00% $11.500 0.680 $18.00% $10.891 $66.965 $9.746 $9.183 $8.281 $14.584 Ingram $15.00% $10.800 $62.00% $8.544 15.00% $17.350 10.625 $54.483 $17.000 0.945 15.250 10.750 0.832 Ingram $14.230 $54.440 12.000 5.125 5.218 $42.500 5.721 $12.130 $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 .00% $12.000 5.670 $48.027 $48.500 5.722 $59.779 $70.369 $67.775 $56.350 $54.225 $70.264 $66.00% $11.654 $66.299 $12.500 $62.750 $68.00% $12.112 $14.481 $11.000 0.050 15.00% $16.915 $53.190 $11.307 $58.00% $9.150 $66.00% $14.775 $57.00% $18.500 6.857 $12.603 $52.952 $71.000 $66.00% $9.00% $13.376 $64.968 RTECH $10.050 3.100 $70.750 $58.397 $18.000 $73.400 $65.Net List hardware Hardware hardware Total Order Total Order price Discount % price List Price Net Price OEM $10.812 $74.00% $8.200 $60.00% $7.760 $69.00% $13.074 $55.

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

00% 40.040 $1.688 $5.00% 19.320 $1.00% 11.50% $238 11.1 PC v2.0 PC v1 PC v1.007 $1.00% 5.00% 24.00% $103 5.806 $1.00% 14.00% $212 10.50% 11.800 $750 $0 $0 $0 $0 $0 $0 $0 $0 License Discount % 20.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 v1.180 $550 $600 $2.00% $105 5.00% $484 24.00% $0 #DIV/0! $0 #DIV/0! $0 #DIV/0! $0 #DIV/0! $0 #DIV/0! $0 $0 $0 .00% $311 15.000 $570 $0 $936 $1.00% $325 14.0 Unix Web v1 Web v1.00% $216 11.00% $421 19.00% 10.00% $220 10.00% 9.199 $2.1 Web v2.00% $0 0.0 License Discount $ $2.00% $99 5.1 Web v2.00% 20.00% 8.00% 0.00% $168 8.00% 5.00% 15.1 PC v2.00% $120 5.337 $2.021 45.00% 5.00% $1.1 Web v2.725 $1.00% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! Maintenance Maintenance Discount $ Discount % $360 20.00% $181 9.00% 5.0 PC v1 PC v1.0 Unix Web v1 Web v1.

97% 9.38% 6.02% 3.732 $1.00% 6.980 $1.630 $3.00% 5.00% 6.00% 15.00% 5.00% 0.500 $0 $0 $0 $0 $0 $0 $0 $0 Services Discount % 5.903 $9.00% 5.270 $0 $0 $0 $0 $0 $0 $0 $0 Total Order discount % 6.250 $1.90% 5.00% 1.00% 5.00% 4.570 $575 $1.408 $1.518 $1.926 $4.00% 8.00% 15.070 $2.435 $0 $0 $725 $725 $850 $900 $0 $0 $0 $0 $0 $0 $0 $0 Hardware discount % 0.610 $2.82% 4.888 $6.751 $302 $0 $0 $1.00% 5.10% 3.803 $870 $1.00% 3.438 $1.962 $1.830 $10.00% 5.868 $5.059 $3.342 $1.Services Discount $ $2.949 $2.133 $1.124 $7.90% 3.107 $1.512 $4.34% 7.00% 5.273 $3.00% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! Total Order discount $ $4.600 $8.001 $2.47% 5.653 $2.982 $5.00% 0.58% 5.550 $0 $0 $0 $0 $0 $0 $0 $0 .00% 15.00% 0.00% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! Hardware discount $ $0 $0 $750 $756 $272 $1.442 $3.00% 2.560 $5.386 $5.520 $5.00% 0.315 $4.000 $10.88% 5.54% 7.656 $2.78% 5.00% 10.00% 5.783 $4.00% 0.00% 3.764 $4.49% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! Weighted License Only X Probability $8.025 $1.320 $769 $2.59% 3.300 $10.00% 7.00% 3.00% 5.650 $3.00% 12.940 $4.00% 2.00% 10.797 $6.808 $1.56% 17.00% 5.00% 10.467 $1.

974 $6.458 $24.389 $33.550 $11.Weighted Weighted Weighted Weighted Total Maintenance Only X Services Only X Hardware Only Order X Probability Probability X Probability Probability $1.340 $1.900 $10.100 $35.878 $11.153 $19.521 $9.190 $1.750 $66.676 $14.914 $249 $4.750 $10.368 $18.241 $919 $30.433 $4.022 $1.000 $62.966 $2.260 $39.000 $5.925 $5.317 $19.049 $8.613 $33.833 $382 $5.198 $16.482 $1.984 $1.793 $990 $15.520 $11.000 $71.887 $41.510 $349 $5.675 $8.949 $47.299 $1.643 $37.566 $880 $11.680 $11.756 $2.199 $1.075 $30.584 $1.997 $798 $10.510 $21.369 $64.440 $42.984 $32.794 $897 $22.854 $42.746 $863 $23.938 $37.723 $9.750 $4.078 $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 .964 $4.

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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. Sara Jim Samantha Michael Karen Serena Jack Erica Amanda Jeff James Todd Frank Elliott . Kelly M.

0 Unix Donna Sam Product Type .1 3-Solution MappWeb v2.1 PC v2.0 4-Negotiation PC v1 5-Closed PC v1.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.

000 $150.Total Sales Reps Closed Sales by Field $400.000 $350.000 $100.Weighted Total Order X Probability $55.000 $250.000 $200.034 .000 $50.000 $300.000 $0 Sum .

00% 4.00% 0.00% 2.00% 6.19% 8.00% Average Discounts by Field Sales Reps 18.00% 16.Total Order discount % 5.00% Eric Jane John Phil Ron Sally Susan Total Result .20.00% 10.00% 14.00% Average .00% 12.

000 $300.000 $0 Bob D. Jim Kelly M.000 Sum .000 $100.Weighted Total Order X Probability $200.000 $250.000 $50.000 $150. Michael Samantha Sara Total Result .Total $400.000 $350.

914 $200.000 $250.Total $400.000 $300.000 $50.000 Sum .Weighted Total Order X Probability $41.000 $350.000 $100.000 $150.000 $0 Elliott Erica Frank James Jeff Todd Total Result .

00% 2.00% Elliott Erica Frank James Jeff Todd Total Result .Total 20.00% 12.00% 4.56% 10.Total Order discount % 6.00% 6.00% 16.00% 0.00% Average .00% 8.00% 18.00% 14.

000 $50.000 Sum .000 $150.631 $200.000 $0 Karen Serena Total Result .000 $300.Total $400.000 $350.000 $250.000 $100.Weighted Total Order X Probability $183.

Total $400.000 $100.073 $200.000 $0 Blake Deborah Joseph Karen Total Result .000 $250.000 $300.000 $150.000 $50.Weighted Total Order X Probability $69.000 $350.000 Sum .

000 $50.000 $350.000 $0 Sam Total Result .000 $150.Weighted Total Order X Probability $120.Total $400.000 $250.000 Sum .000 $300.411 $200.000 $100.

049 $200.000 Sum .000 $350.000 $0 Northeast Northwest Southeast Southwest Total Result .000 $150.000 $300.Weighted Total Order X Probability $42.000 $250.Total $400.000 $100.000 $50.

Weighted Total Order X Probability $9.000 $350.000 $300.794 $150.000 $200.000 $250.000 $0 .000 Sum .Total $400.000 $50.000 $100.

000 Sum .000 $350.1 Web v2.Weighted Total Order X Probability $200.0 PC v1 PC v1.000 $250.000 $0 Web v1 Web v1.000 $100.000 $300.000 $50.0 Unix Total Result .000 $150.1 PC v2.Total $400.