The document outlines a quarterly business review, detailing Q4 performance metrics including total bookings and new customer acquisitions. It emphasizes the need for a strategic approach to potential large deals and provides a framework for assessing sales leads and opportunities in the territory. Additionally, it highlights personal development goals for the upcoming quarter.

1. QUARTERLY
BUSINESS REVIEW
<FY QUARTER>
<Name>
<Territory>
<Date>

2. Q4 Performance
% of % of
Q4 YTD
Target Target
Total Bookings 0% 0%
New Customers n/a n/a
--Subscription $ n/a n/a
--Services $ n/a n/a
--At Risk Renewal $ n/a n/a

3. Notable Wins
Potential
Customer Subs $ Svc $ Notes
Subs

4. Losses
Customer Est. $ Reason

5. Pushed Deals
Original New
Customer Est. $ Reason
Date Date

6. Q1 Forecast
% Q1
Feb Mar Apr Q1 Target
Target
Subs
Commit
Svc
Subs
Best Case
Svc
Subs
Up Side
Svc
New Cust. # n/a

7. Next Q - Opportunities
Close
Name Est. $ Why Us? Why Now?
Date

8. Large Deals
For all large deals, provide one slide each with the
following detail (think of a PDR snapshot):
1. Deal Summary
2. Key Business Requirement w/ Supporting TP and CP
3. Strategy
4. Sales Stage, risks, potential blockers
5. Key Players, Engagement and Decision Process
6. Action Plan

9. Lead Development
Sales Ready Leads
• List the SRLs that came in to your territory in Q4 and their
current disposition.
• List current late stage SRLs which are most likely to turn
into opportunities, why and the estimated value

10. Target Accounts
Top 20 Targets Last Activity Next Activity

11. Issues & Opportunities
List issues and/or challenges to be overcome
• One
• Two
• Three
List opportunities you see to improve the performance of
your territory
• One
• Two
• Three

12. Personal Development
What’s your personal goal (and plan) for professional/skills
development over the next quarter?

13. QUARTERLY
BUSINESS REVIEW
<FY QUARTER>
<Name>
<Territory>
<Date>