InstructionsInstructionsThere are only two tabs in this workbook that require inputs from the user. All of the other tabs show customizable reports based on that data. It comes with sample data that you can replace with your actual data.The first tab named "Orders and Forecast" is the main data entry tab that displays the information about your orders and/or opportunities. The top of that tab also asks for the reporting time period that you want to analyze. Simply enter the Start Date and End Date, and all of the reports will only show the data for the orders and/or forecasted opportunities that fall within that time window. For example, even if you have a full quarter's worth of data in the spreadsheet, if you select only the month of November in the Reporting period, then the following reports will only calculate the results for the month of November.The second tab named "Drop Downs" is where you enter the names of the people in your sales organization, as well as your territory names, partners, and product types. All of these names and options then become options to be analyzed in the reports. (I.e. Sales by sales rep, director, VP, Region, partner, product type, etc.)

By adjusting the reporting date range on the "Orders and Forecast" tab, this spreadsheet workbook may be used for analyzing closed sales, forecasted opportunities expected to close in the future, or both closed and forecasted opportunities combined (I.e. running a full quarter report in the middle of a quarter). Data may be entered manually or imported from other data sources.

Reporting: This spreadsheet includes reports that show sales by rep, manager, director, region, VP, product, and sales stage, all within any user defined time window that you select. It also has reports that calculate the average order discount by sales rep which has been proven to be a very effective sales management tool. The reports are designed so you can easily modify the data. For example, within the "Field Sales" report, you can click on the grey bar at the bottom titled "Field Account Executive" to select any subset of Field AE's that you want to analyze. Or, at the top of that report, you can click on the "Product Types" or "OEM" drop down options to quickly view your indivdiual product sales by sales rep, which is another valuable sales management tool that helps to provide more targeted coaching. You may hide columns on the "Orders and Forecast" tab that do not apply to your business, but do not delete them as that will negatively impact the reports.

NOTE: This is the basic version of the Sales and Forecast Analytics Spreadsheet, brought to you by www.SpreadsheetMarketplace.com. This version allows up to 25 opportunities to be input and analyzed. The full version allows for an unlimited number of opportunities and provides deeper reporting and analytics functionality. The full version can be purchased at www.spreadsheetmarketplace.com in the business tools section.

If you need assistance customizing this tool to meet your specific needs, please contact us at info@spreadsheetmarketplace.com or call us at 1-888-EXCEL08

Drop-DownsField Account ExecutivesField Sales ManagersInside Sales RepsInside Sales ManagersRegional DirectorsVPsRegionOEMsResellersStagesProduct Types

SusanBob D.EricaKarenDeborahDonnaNortheastIngramABC1-Initial QualificationWeb v1BobKelly M.AmandaSerenaJosephSamSoutheastRTECHXYZ2-DiscoveryWeb v1.1SallySaraJeffJackKarenNorthwestXTECH3-Solution MappingWeb v2.0JaneJimJamesBillSouthwestGTECH4-NegotiationPC v1PhilSamanthaToddBlakeCanadaLTECH5-ClosedPC v1.1JohnMichaelFrankPC v2.0EricElliottUnixJenniferSusanMaryDennisBradBryanShelbyAshleyRonNoraNeilJulie

Orders and ForecastReports Start Date01/01/09Enter the start and end dates for which you want the following reports to summarize the dataReports End Date03/31/09Rember to select "Refresh Data" under the PivotChart drop down menu in any of the report tabs. Doing this once will update the of all reports each time you change these start or end dates.Enter data into the white cells below only. The green cells are automatically calculated. Account name
: Sample data entered below may be replaced by your actual data.Quote #Close date
: Enter the actual close dates for booked orders, or the expected close date for pending opportunities. Probability to Close
: The probability should be 100% for closed orders. For pending, forecasted orders, enter the probability that the opportunity will close by the close date to the left.List License priceLicense Discount %Net license priceList maintenance priceMaintenance Discount %Net maintenance priceList Services priceServices Discount %Net services priceList hardware priceHardware Discount %Net hardware priceTotal Order List PriceTotal Order Net PriceOEM
: Leave this column blank if no OEM's are involved in this order.Reseller
: Leave this field blank next to opportunities that do not have a reseller involved.Notes - opportunity descriptionField Account ExecutivesField Sales ManagersInside Sales RepsInside Sales ManagersRegional DirectorsVPsRegionStagesProduct TypesLicense Discount $License Discount %Maintenance Discount $Maintenance Discount %Services Discount $Services Discount %Hardware discount $Hardware discount %Total Order discount $Total Order discount %Weighted License Only X ProbabilityWeighted Maintenance Only X ProbabilityWeighted Services Only X ProbabilityWeighted Hardware Only X ProbabilityWeighted Total Order X ProbabilityField AE'sField Sales ManagerInside SalesInside Sales ManagerRegional DirectorVPRegionsOEMsPartnersStageProduct TypeSample customer234801/02/08100%$10,00020.00%$8,000$1,80020.00%$1,440$45,0005.00%$42,750$10,0000.00%$10,000$66,800$62,190SallyKelly M.EricaKarenDeborahDonnaNortheast1-Initial QualificationWeb v1$2,00020.00%$36020.00%$2,2505.00%$00.00%$4,6106.90%$8,000$1,440$42,750$10,000$62,190Yahoo!332301/03/08100%$11,4005.00%$10,830$2,0525.00%$1,949$49,5004.00%$47,520$11,0000.00%$11,000$73,952$71,299JaneBob D.AmandaSerenaJosephSamSoutheast2-Solution MappingWeb v1.1$5705.00%$1035.00%$1,9804.00%$00.00%$2,6533.59%$10,830$1,949$47,520$11,000$71,299SusanBob D.EricaKarenDeborahDonnaNortheastIngramABC1-Initial QualificationWeb v1GE342201/05/08100%$10,3000.00%$10,300$1,8540.00%$1,854$44,0003.00%$42,680$12,5006.00%$11,750$68,654$66,584IngramGTECHJulieSaraJeffJackKarenDonnaNorthwest3-Benefit recognitionWeb v2.0$00.00%$00.00%$1,3203.00%$7506.00%$2,0703.02%$10,300$1,854$42,680$11,750$66,584BobKelly M.AmandaSerenaJosephSamSoutheastRTECHXYZ2-DiscoveryWeb v1.1Ford523401/05/08100%$11,7008.00%$10,764$2,1068.00%$1,938$38,4452.00%$37,676$15,1255.00%$14,369$67,376$64,746DennisJimJamesKarenBillSamSouthwest4-NegotiationPC v1$9368.00%$1688.00%$7692.00%$7565.00%$2,6303.90%$10,764$1,938$37,676$14,369$64,746SallySaraJeffJackKarenNorthwestXTECH3-Solution MappingWeb v2.0BC-BS745601/20/0950%$10,6009.50%$9,593$1,9089.50%$1,727$49,3335.00%$46,866$9,0503.00%$8,779$70,891$66,965EricSamanthaToddSerenaDeborahDonnaCanada5-ClosedPC v1.1$1,0079.50%$1819.50%$2,4675.00%$2723.00%$3,9265.54%$4,797$863$23,433$4,389$33,482JaneJimJamesBillSouthwestGTECH4-NegotiationPC v1Geico565401/20/0960%$12,00011.00%$10,680$2,16011.00%$1,922$35,0255.00%$33,274$9,44012.00%$8,307$58,625$54,183PhilMichaelFrankJackJosephSamNortheast3-Benefit recognitionPC v2.0$1,32011.00%$23811.00%$1,7515.00%$1,13312.00%$4,4427.58%$6,408$1,153$19,964$4,984$32,510PhilSamanthaToddBlakeCanadaLTECH5-ClosedPC v1.1Microsoft855601/20/0920%$10,90011.00%$9,701$1,96211.00%$1,746$30,2201.00%$29,918$8,94515.00%$7,603$52,027$48,968RTECHLTECHSusanKelly M.ElliottJackKarenDonnaSoutheast1-Initial QualificationUnix$1,19911.00%$21611.00%$3021.00%$1,34215.00%$3,0595.88%$1,940$349$5,984$1,521$9,794JohnMichaelFrankPC v2.0ABC766701/20/0950%$12,30019.00%$9,963$2,21419.00%$1,793$45,5000.00%$45,500$10,25010.00%$9,225$70,264$66,481BryanBob D.EricaJackBillSamNorthwest2-Solution MappingWeb v1$2,33719.00%$42119.00%$00.00%$1,02510.00%$3,7835.38%$4,982$897$22,750$4,613$33,241EricElliottUnixXYZ753301/20/0960%$11,20024.00%$8,512$2,01624.00%$1,532$50,0000.00%$50,000$11,54415.00%$9,812$74,760$69,857RonSaraAmandaJackDeborahDonnaSouthwest3-Benefit recognitionWeb v1.1$2,68824.00%$48424.00%$00.00%$1,73215.00%$4,9036.56%$5,107$919$30,000$5,887$41,914JenniferDHL733501/20/0920%$12,60040.00%$7,560$2,26845.00%$1,247$25,3006.00%$23,782$12,05015.00%$10,243$52,218$42,832IngramSallyJimJeffKarenJosephSamCanada4-NegotiationWeb v2.0$5,04040.00%$1,02145.00%$1,5186.00%$1,80815.00%$9,38617.97%$1,512$249$4,756$2,049$8,566SusanFord633601/20/0950%$11,50015.00%$9,775$2,07015.00%$1,760$25,7507.00%$23,948$14,35010.00%$12,915$53,670$48,397LTECHJaneSamanthaJamesSerenaKarenDonnaNortheast5-ClosedPC v1$1,72515.00%$31115.00%$1,8037.00%$1,43510.00%$5,2739.82%$4,888$880$11,974$6,458$24,199MaryGraco414502/20/0960%$12,90014.00%$11,094$2,32214.00%$1,997$29,0003.00%$28,130$18,5000.00%$18,500$62,722$59,721LTECHPhilMichaelToddJackBillSamSoutheast3-Benefit recognitionPC v1.1$1,80614.00%$32514.00%$8703.00%$00.00%$3,0014.78%$6,656$1,198$16,878$11,100$35,833DennisGeico366302/20/0920%$11,80010.00%$10,620$2,12410.00%$1,912$31,4005.00%$29,830$12,7500.00%$12,750$58,074$55,112JohnKelly M.FrankKarenBlakeDonnaNorthwest3-Benefit recognitionPC v2.0$1,18010.00%$21210.00%$1,5705.00%$00.00%$2,9625.10%$2,124$382$5,966$2,550$11,022BradEvenflo364702/20/0970%$11,0005.00%$10,450$1,9805.00%$1,881$28,7502.00%$28,175$14,5005.00%$13,775$56,230$54,281EricBob D.ElliottSerenaJosephSamSouthwest2-Solution MappingUnix$5505.00%$995.00%$5752.00%$7255.00%$1,9493.47%$7,315$1,317$19,723$9,643$37,997BryanGerber523402/20/0940%$12,0005.00%$11,400$2,1005.00%$1,995$28,7505.00%$27,313$14,5005.00%$13,775$57,350$54,483BryanBob D.FrankSerenaJosephSamSouthwest2-Solution MappingWeb v1$6005.00%$1055.00%$1,4385.00%$7255.00%$2,8685.00%$4,560$798$10,925$5,510$21,793ShelbyTarget634502/20/0950%$14,00020.00%$11,200$2,20010.00%$1,980$33,0005.00%$31,350$17,0005.00%$16,150$66,200$60,680RonBob D.ElliottJackKarenSamSouthwest2-Solution MappingWeb v1.1$2,80020.00%$22010.00%$1,6505.00%$8505.00%$5,5208.34%$5,600$990$15,675$8,075$30,340AshleyJohnson & Johnson457502/20/0960%$15,0005.00%$14,250$2,4005.00%$2,280$35,00010.00%$31,500$18,0005.00%$17,100$70,400$65,130EricSaraElliottSerenaJosephSamSouthwest2-Solution MappingWeb v2.0$7505.00%$1205.00%$3,50010.00%$9005.00%$5,2707.49%$8,550$1,368$18,900$10,260$39,078Ron$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0Nora$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0Neil$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0Julie$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0$0$0$0$0$0$0$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0ERROR:#DIV/0!$0$0$0$0$0NOTE: This is the Trial version of the Sales and Forecast Analytics Spreadsheet, brought to you by www.SpreadsheetMarketplace.com. This trial version allows up to 25 opportunities to be input and analyzed. The full version allows for an unlimited number of opportunities and provides deeper reporting and analytics functionality. The full version can be purchased at www.spreadsheetmarketplace.com in the business tools section.

Data_for_Reports01/01/0903/31/09Account nameQuote #Close date Probability to CloseList License priceLicense Discount %Net license priceList maintenance priceMaintenance Discount %Net maintenance priceList Services priceServices Discount %Net services priceList hardware priceHardware Discount %Net hardware priceTotal Order List PriceTotal Order Net PriceOEMResellerNotes - opportunity descriptionField Account ExecutivesField Sales ManagersInside Sales RepsInside Sales ManagersRegional DirectorsVPsRegionStagesProduct TypesLicense Discount $License Discount %Maintenance Discount $Maintenance Discount %Services Discount $Services Discount %Hardware discount $Hardware discount %Total Order discount $Total Order discount %Weighted License Only X ProbabilityWeighted Maintenance Only X ProbabilityWeighted Services Only X ProbabilityWeighted Hardware Only X ProbabilityWeighted Total Order X ProbabilityField AE'sField Sales ManagerInside SalesInside Sales ManagerRegional DirectorVPRegionsOEMsPartnersStageProduct Type1/2/081/3/081/5/081/5/080BC-BS74561/20/0950.00%$10,6009.50%$9,593$1,9089.50%$1,727$49,3335.00%$46,866$9,0503.00%$8,779$70,891$66,965000EricSamanthaToddSerenaDeborahDonnaCanada5-ClosedPC v1.1$1,0079.50%$1819.50%$2,4675.00%$2723.00%$3,9265.54%$4,797$863$23,433$4,389$33,4820Geico56541/20/0960.00%$12,00011.00%$10,680$2,16011.00%$1,922$35,0255.00%$33,274$9,44012.00%$8,307$58,625$54,183000PhilMichaelFrankJackJosephSamNortheast3-Benefit recognitionPC v2.0$1,32011.00%$23811.00%$1,7515.00%$1,13312.00%$4,4427.58%$6,408$1,153$19,964$4,984$32,5100Microsoft85561/20/0920.00%$10,90011.00%$9,701$1,96211.00%$1,746$30,2201.00%$29,918$8,94515.00%$7,603$52,027$48,968RTECHLTECH0SusanKelly M.ElliottJackKarenDonnaSoutheast1-Initial QualificationUnix$1,19911.00%$21611.00%$3021.00%$1,34215.00%$3,0595.88%$1,940$349$5,984$1,521$9,7940ABC76671/20/0950.00%$12,30019.00%$9,963$2,21419.00%$1,793$45,5000.00%$45,500$10,25010.00%$9,225$70,264$66,481000BryanBob D.EricaJackBillSamNorthwest2-Solution MappingWeb v1$2,33719.00%$42119.00%$00.00%$1,02510.00%$3,7835.38%$4,982$897$22,750$4,613$33,2410XYZ75331/20/0960.00%$11,20024.00%$8,512$2,01624.00%$1,532$50,0000.00%$50,000$11,54415.00%$9,812$74,760$69,857000RonSaraAmandaJackDeborahDonnaSouthwest3-Benefit recognitionWeb v1.1$2,68824.00%$48424.00%$00.00%$1,73215.00%$4,9036.56%$5,107$919$30,000$5,887$41,9140DHL73351/20/0920.00%$12,60040.00%$7,560$2,26845.00%$1,247$25,3006.00%$23,782$12,05015.00%$10,243$52,218$42,832Ingram00SallyJimJeffKarenJosephSamCanada4-NegotiationWeb v2.0$5,04040.00%$1,02145.00%$1,5186.00%$1,80815.00%$9,38617.97%$1,512$249$4,756$2,049$8,5660Ford63361/20/0950.00%$11,50015.00%$9,775$2,07015.00%$1,760$25,7507.00%$23,948$14,35010.00%$12,915$53,670$48,3970LTECH0JaneSamanthaJamesSerenaKarenDonnaNortheast5-ClosedPC v1$1,72515.00%$31115.00%$1,8037.00%$1,43510.00%$5,2739.82%$4,888$880$11,974$6,458$24,1990Graco41452/20/0960.00%$12,90014.00%$11,094$2,32214.00%$1,997$29,0003.00%$28,130$18,5000.00%$18,500$62,722$59,7210LTECH0PhilMichaelToddJackBillSamSoutheast3-Benefit recognitionPC v1.1$1,80614.00%$32514.00%$8703.00%$00.00%$3,0014.78%$6,656$1,198$16,878$11,100$35,8330Geico36632/20/0920.00%$11,80010.00%$10,620$2,12410.00%$1,912$31,4005.00%$29,830$12,7500.00%$12,750$58,074$55,112000JohnKelly M.FrankKarenBlakeDonnaNorthwest3-Benefit recognitionPC v2.0$1,18010.00%$21210.00%$1,5705.00%$00.00%$2,9625.10%$2,124$382$5,966$2,550$11,0220Evenflo36472/20/0970.00%$11,0005.00%$10,450$1,9805.00%$1,881$28,7502.00%$28,175$14,5005.00%$13,775$56,230$54,281000EricBob D.ElliottSerenaJosephSamSouthwest2-Solution MappingUnix$5505.00%$995.00%$5752.00%$7255.00%$1,9493.47%$7,315$1,317$19,723$9,643$37,9970Gerber52342/20/0940.00%$12,0005.00%$11,400$2,1005.00%$1,995$28,7505.00%$27,313$14,5005.00%$13,775$57,350$54,483000BryanBob D.FrankSerenaJosephSamSouthwest2-Solution MappingWeb v1$6005.00%$1055.00%$1,4385.00%$7255.00%$2,8685.00%$4,560$798$10,925$5,510$21,7930Target63452/20/0950.00%$14,00020.00%$11,200$2,20010.00%$1,980$33,0005.00%$31,350$17,0005.00%$16,150$66,200$60,680000RonBob D.ElliottJackKarenSamSouthwest2-Solution MappingWeb v1.1$2,80020.00%$22010.00%$1,6505.00%$8505.00%$5,5208.34%$5,600$990$15,675$8,075$30,3400Johnson & Johnson45752/20/0960.00%$15,0005.00%$14,250$2,4005.00%$2,280$35,00010.00%$31,500$18,0005.00%$17,100$70,400$65,130000EricSaraElliottSerenaJosephSamSouthwest2-Solution MappingWeb v2.0$7505.00%$1205.00%$3,50010.00%$9005.00%$5,2707.49%$8,550$1,368$18,900$10,260$39,078

Pivot TablesProduct Types(Multiple Items)Product Types(All)Product Types(All)Product Types(All)Product Types(All)Product Types(All)Product Types(All)OEM(All)OEM(All)OEM(All)OEM(All)OEM(All)OEM(All)OEM(All)Reseller(All)Reseller(All)Reseller(All)Reseller(All)Reseller(All)Reseller(All)Product Types(All)Stages(All)Product Types(All)Product Types(All)Sum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilitySum of Weighted Total Order X ProbabilityAverage of Total Order discount %Field Account ExecutivesTotalField Sales ManagersTotalInside Sales RepsTotalInside Sales ManagersTotalRegional DirectorsTotalVPsTotalRegionTotalStagesTotalProduct TypesTotalAverage of Total Order discount %Inside Sales RepsTotalBryan55033.67Bob D.123370.37Amanda41913.936Jack183630.814Bill69073.222Donna120410.697Canada42048.6751-Initial Qualification9793.646Web v155033.67Field Account ExecutivesTotalAmanda0.0655890851Eric110556.995Jim8566.38Elliott117208.346Karen19588.7Blake11022.32Sam239357.312Northeast56708.512-Solution Mapping162448.37Web v1.172253.936Bryan0.0519174826Elliott0.0629237067Jane24198.5Kelly M.20815.966Erica33240.67Serena156548.495Deborah75396.231Grand Total359768.009Northwest44262.993-Benefit recognition121278.818Web v2.047644.38Eric0.0549685823Erica0.0538349653John11022.32Michael68342.562Frank65325.33Grand Total359768.009Joseph139944.09Southeast45626.1984-Negotiation8566.38PC v124198.5Jane0.098248556Frank0.058924844Phil68342.562Samantha57680.795James24198.5Karen64332.146Southwest171121.6365-Closed57680.795PC v1.169314.847John0.0510107794James0.098248556Ron72253.936Sara80991.936Jeff8566.38Grand Total359768.009Grand Total359768.009Grand Total359768.009PC v2.043532.33Phil0.0618055395Jeff0.1797483626Sally8566.38Grand Total359768.009Todd69314.847Unix47790.346Ron0.0744863854Todd0.0516169528Susan9793.646Grand Total359768.009Grand Total359768.009Sally0.1797483626Grand Total0.0714710949Grand Total359768.009Susan0.0587919734Grand Total0.0714710949

Field Sales

Field Sales Discounts

Field Sales MGMT

Inside Sales

Inside Sales Discounts

Inside Sales MGMT

Regional Directors

VPs

Regions

Stages

Product Types