1. Sales Pipeline (Download attachment for Excel Spreadsheet) the sales pipeline is a tracking tool that sales teams/entrepreneurs need to track and manage their sales goals, prospects, closed and lost account situations, and whether each situation is "qualified."
2. GSB Inc. Sales Dashboard for 2009 Updated: 29-Sep-08 Order target for 2009 $5,000,000 Total proposals closed, YTD $92,000 Orders needed to achieve target $4,908,000 Weighted outstanding proposals $30,150 Un-weighted outstanding proposals $33,500
3. GSB Inc. Sales Pipeline: Detail on Active Pipeline Situations Updated: 29-Sep-08 Order Number Per Unweighted Weighted Entered Situation Channel Close Development of User Order % Order on pipe Client/Division Product/Description Salesperson Status Partner Date Fee users Fee Amount Prob Amount Sep-08 University of Chicago Entrepreneurial Selling Course CDW Proposal outstanding N/A Nov-08 $1,000 65 $500 $33,500 90% $30,150 Total outstanding proposals $33,500 $30,150
4. GSB Inc. Qualification checklist Client/Project Decision-maker identified? Budget established? Concrete timeframe? Recognized need? Pain? Have they done this before? Lehman Brothers X X X X X X
5. GSB Inc. Deals Closed Updated: 29-Sep-08 Deals Closed in 2009 2009 DEALS Order Number Per Channel Close Development of User Order Client/Division Product/Description Salesperson Partner Date Fee users Fee Amount Accenture Entertainment Overview CDW N/A $92,000 92,000 - Total for 2009 $92,000 Deals Closed in 2008 2008 DEALS Order Number Per Channel Close Development of User Order Client/Division Product/Description Salesperson Partner Date Fee users Fee Amount NYSE (FINRA) Curriculum redesign for Regulatory Element Program CDW N/A 1/19/08 $1,035,000 700,000 $- 1,035,000 Total for 2008 $1,035,000
6. GSB Inc. Sales Pipeline: Stay in touch Updated: 29-Sep-08 Order Number Per Unweighted Weighted Entered Situation Channel Close Development of User Order % Order on pipe Client/Division Product/Description Salesperson Status Partner Date Fee users Fee Amount Prob Amount PROSPECTS Jun-08 Mercer Delta Executive Leadership strategy meeting CDW Prospect N/A Aug-08 $100,000 - $- $100,000 25% $25,000
7. GSB Inc. Proposals Issued and Lost in 2007 Updated: 29-Sep-08 Deals lost in 2009 Client Product/Description Amount Salesperson Comments Lehman Brothers Ethics $170,000 CDW Lost to internal team Deals lost in 2008 Client Product/Description Amount Salesperson Comments American Medical Association Leadership $143,000 CDW Client cancelled project
8. Author and entrepreneur Craig Wortmann is president and CEO of WisdomTools. Founded in 1999, WisdomTools designs, develops and publishes story-based Scenarios™ software for Fortune 200 organizations and top-tier business schools. As an executive, consultant, coach, and speaker, Wortmann focuses on how leaders use stories to link a company's strategic direction with their people's actions and motivations. His depth of experience in this arena comes from helping large organizations improve performance in the areas of leadership, sales, service, teamwork, ethical decision making, and client delight. Wortmann is a nationally sought-after speaker on leadership, strategic selling and entrepreneurship. His warm and improvisational speaking style treats each client as unique by working with their particular challenges...something that most professional speakers can't, or won't, do. His clients include many of the world's premier organizations. He resides in Evanston, Illinois with his wife and two children.
