Sales Strategy Review Template

PERFORMANCE ANALYSIS

Quarterly Performance Summary

Q___ PERFORMANCE REVIEW

REVENUE PERFORMANCE:
Target: $_____
Actual: $_____
Attainment: ____%
vs. Previous Q: +/-____%

PIPELINE PERFORMANCE:
Pipeline generated: $_____
Pipeline target: $_____
Coverage ratio: ___:1
Weighted pipeline: $_____

KEY METRICS:
Win rate: ____% (Target: ___%)
ACV: $_____ (Target: $_____)
Sales cycle: _____ days (Target: _____)
CAC: $_____ (Target: $_____)

TOP WINS:
1. _______________: $_____
2. _______________: $_____
3. _______________: $_____

TOP LOSSES:
1. _______________: $_____ (Reason: _____)
2. _______________: $_____ (Reason: _____)

Performance by Dimension

Dimension	Target	Actual	%	Trend
Enterprise	$	$	%	↑↓→
Mid-Market	$	$	%	↑↓→
SMB	$	$	%	↑↓→
New Logo	$	$	%	↑↓→
Expansion	$	$	%	↑↓→

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STRATEGY ASSESSMENT

Strategy Effectiveness Review

STRATEGY ASSESSMENT

GO-TO-MARKET STRATEGY:
What's working:
☐ _______________
☐ _______________

What's not working:
☐ _______________
☐ _______________

SALES MOTION:
Motion fit score: ___/10
Efficiency score: ___/10
Scalability score: ___/10

COMPETITIVE POSITION:
Win rate vs. Competitor A: ____%
Win rate vs. Competitor B: ____%
Displacement success: ____%

CHANNEL PERFORMANCE:
Direct: $_____ (___% of plan)
Partner: $_____ (___% of plan)
Self-serve: $_____ (___% of plan)

Strategic Initiative Status

Initiative	Status	Progress	Impact	Next Steps
	On/Off track	%	High/Med/Low
	On/Off track	%	High/Med/Low
	On/Off track	%	High/Med/Low

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MARKET CHANGES

Market Assessment

MARKET CHANGES THIS QUARTER

COMPETITIVE LANDSCAPE:
New competitors: _______________
Competitor moves: _______________
Our response: _______________

CUSTOMER TRENDS:
Buying behavior changes: _______________
New pain points: _______________
Budget shifts: _______________

INDUSTRY SHIFTS:
Regulatory changes: _______________
Technology trends: _______________
Economic factors: _______________

IMPLICATIONS:
☐ _______________
☐ _______________
☐ _______________

Win/Loss Pattern Analysis

Pattern	Frequency	Action
	High/Med/Low
	High/Med/Low
	High/Med/Low

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RECOMMENDATIONS

Strategy Adjustment Recommendations

RECOMMENDED ADJUSTMENTS

IMMEDIATE (Next 30 days):
1. _______________
   Owner: _______________
   Expected impact: _______________

2. _______________
   Owner: _______________
   Expected impact: _______________

NEAR-TERM (60-90 days):
1. _______________
   Resources needed: _______________
   Expected impact: _______________

STRATEGIC (Next quarter):
1. _______________
   Investment required: _______________
   Expected impact: _______________

STOP DOING:
☐ _______________
☐ _______________

Next Quarter Targets

Metric	This Q Actual	Next Q Target	Growth
Revenue	$	$	%
Pipeline	$	$	%
Win rate	%	%	pts
ACV	$	$	%

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ACTION PLANNING

Review Action Items

ACTION ITEMS

SALES LEADERSHIP:
☐ _______________
   Due: _______________
☐ _______________
   Due: _______________

SALES OPS:
☐ _______________
   Due: _______________

ENABLEMENT:
☐ _______________
   Due: _______________

MARKETING:
☐ _______________
   Due: _______________

NEXT REVIEW DATE: _______________

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