Commercial Excellence
One review sheet per family. Phase 1 first, phase 2 visibly inactive below.
Review owner: Sales DirectorOpen period: Aug 2026Data debt: 2/7 extractable today
Phase 1 — reviewed now| KPI | Type | Cadence | Owner | Source | Target | Actual | Status | Trend | Comment |
|---|---|---|---|---|---|---|---|---|---|
Pipeline Coverage Coverage of the gap to budget. Below 2x the target cannot be reached; above 3x the conversation shifts from prospecting to closing | Leading | Monthly | Sales Director | Partial Salesforce | Amber Computed from ≥3.0x | +0.2 | |||
Forecast Accuracy The single most important equity-story KPI: it proves the business is under control, not lucky No reliable source yet. Cannot carry a colour. | Leading/Lagging | Monthly | Comm. Excellence | To build Salesforce + S&OP | n/a | n/a | Not measurable | — | |
Win Rate Per rep, not only per region. A 20% and a 40% rep need different coaching and different prospecting volumes | Leading/Lagging | Quarterly | Sales Director | Partial Salesforce | Amber Computed from ≥35% | -2 | |||
Sales Cycle Length Days from opportunity creation to first order. Today this cannot be measured at all — the CRM record breaks before the first invoice No reliable source yet. Cannot carry a colour. | Leading | Quarterly | Comm. Excellence | To build Salesforce | n/a | n/a | Not measurable | — |
Visible so the roadmap is legible, inactive so it cannot be reviewed.
| KPI | Priority | Cadence | Source | Verdict | Agreed band |
|---|---|---|---|---|---|
CRM Compliance Data quality prerequisite. Retire once the outcome KPIs above are reliable Retires when: Retire once the outcome KPIs above are reliable. | P2 | Monthly | Available Salesforce | Phase 2 | ≥90% / 70–90% / <70% |
Opportunity Aging Stalled pipeline and conversion risk | P2 | Monthly | Available Salesforce | Phase 2 | ≤ stage target / +1 to +50% / >+50% |
Quote Conversion Offer effectiveness and future revenue conversion | P2 | Quarterly | Partial Salesforce | Phase 2 | ≥40% / 25–40% / <25% |