How Are Sales Representatives Actually Performing Compared to the Forecast?

This CRM-oriented workbook was created from Microsoft’s Adventureworks demo data. There are two tables that have been joined: Opportunities and Accounts. The workbook would typically be used by a sales manager to better understand actual results vs the forecast by sales rep. In this case, we are looking at the differences between actual and forecast for individual representatives. At this point, reps should be no more than $450K short (as indicated by the threshold black line). However, there are 8 reps who exceed that threshold and probably need some help.

Tags: Sales Pipeline