This document outlines revenue goals and opportunities for an account team. It provides calculations to adjust the initial revenue goal based on year-to-date performance and current opportunities in the pipeline. Specifically, it calculates an adjusted revenue goal, adjusted current opportunities value, modified objective to create new demand to make up the difference between the adjusted goal and opportunities, and a revised performance revenue goal based on the expected win rate.

1. ACCOUNT TEAM REVENUE GOAL
1. Example
a) Revenue Goal $ $2,500,000
b) Realized (closed) YTD $ -$1,000,000
-
c) Adjusted Revenue Goal $ =$1,500,000
=
2. Example
a) $ Volume of Current Opportunities $ $500,000
b) Win Rate $ X .60
x
c) Adjusted Current Opportunities $ =$300,000
Revenue
=
3. Example
a) Adjusted Revenue Goal $ $1,500,000
b) Adjusted Current Opportunities $ -$300,000
Revenue
-
c) Modified Objective for Creating $ =$1,200,000
Demand
=
d) Win Rate /.60
/
e) Revised Performance Revenue Goal
$ =$2,000,000
=
© 2007 CPC GLOBAL 3

2. THE STRATEGIC CASCADE—‘NEEDS MAP’
EXERCISE:
1. Build a Needs Map for the account you have selected
2. Highlight areas where you are not sure—these will provide good call objectives for your next customer
meeting
3. Be prepared to explain your map to the rest of the group
© 2007 CPC GLOBAL 20

3. STEP FOUR: EXECUTIVE VALUE STATEMENT
© 2007 CPC GLOBAL 22