Business

Development
KPIs and Accountabilities
Month
300% 259%
226% 229%
200% 200%
200% 171%
162% 179%
143% 140% 152% 147% 147%
140%
100% 116%
100% 110%95% 99%
82%
100%
0% 0% 0%
0%
SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

% Calls Made % Presentations Made % Prospective Sales

1
 Why & How

Purpose:
• Review of Business Development KPIs and Accountabilities, where to get the information, how to
use the template, how to put it together and client management recommendations.
• Develop and implement a system to monitor and align sales behaviors with results.
• Once the key steps in the sales process are identified, metrics will be developed to better
understand the inputs (actions) and outputs (results).
• The results can be compared for each process, conversion rates to the next stage will be
measured, and the results analyzed by salesperson or territory.
• Areas of improvement (process and behavior) are identified, and changes are then implemented
through accountability and training.
 Why & How

Why:
• The purpose of the tool is to assure sales are having activity and meeting company goals.

How:
• By establishing base-line data and targets, actual results and comparisons are made daily on real-
time, weekly, and monthly.
Planning

ASSOCIATED DOCS
Item Type Responsible
Business Development Worksheet Sales
MONTHLY worksheet

RESOURCES NEEDED
Excel

Microsoft Word

12-36 months historical sales data (if available). Review past results to determine fair revenue,
prospect conversion and activity goals for each individual.
 
CRM - Internally develop or purchase a Customer Relationship Management (CRM) tool to
track the sales pipeline.
 
Training - Ensure all involved in sales the process, ensure staff understand the terms and the
various stages of a sale.
 
Establish a compensation plan to drive the intended results.
 BUSINESS DEVELOPMENT
CYCLE PROCESS FLOWCHART
Prospect

Update BD
Dashboard Qualified Lead
Daily

RFP
Closed
RFB

Negotiate Proposal / Bid

Terms Submitted

Final
Presentation
Business Development
KPI Dashboard Setup

Illustrations – Using the Business Development dashboard 1. In the instructions

worksheet tab enter

 Company Name
 Month
Input Yellow Fields
 Sales Manager
Name and/or Title
Company ABC Company LLC
Month Jul-21
Manager Manager VP Sales

Business Development - Sales Calls Results Dashboard

1. The OB Sales Calls Dashboard receives automatic input from each Sales Rep (SR#) tabs.
2. Formulas and percentages are calculated automatically.
3. Weekly and Monthly results and charts are updated on real time once data is updated in tabs.
4. The ONLY INPUTS in SR tabs are Targets (orange) agreed with VP Sales and actual Results (Yellow). Input Target Input Actual
5. Sales Reps are responsible for UPDATING their call results MINIMUM daily by End-of-Day.
6. Manager's results are the aggregate of the Sales Team's results.
7. If a Sales Rep is on PTO, the target is set to "0."

Key Performance Indicators:

Calls Made - # calls dialed

Positive Contacts - # of live clients reached on phone
Left Message or sent email - # clients not availble, left message and/or sent email.
Presentations Made - to live client reached by phone
Prospective Sale - actual order or commitment to purchase.
 TAB – OB Sales Call Dashboard
Example
• The OB Sales Calls Dashboard receives automatic input from each Sales Rep (SR#) tabs.
TAB - Outbound OB Sales Call
• Formulas and percentages are calculated automatically.
Dashboard
• Weekly and Monthly results and charts are updated on real time once data is updated in tabs.

ABC Company LLC

Sales Calls Results Dashboard

Month Jul-21

Week1

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective Week1
Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales 600%
500%
SR1 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 500%
400%
SR2 4 15 375% 13 87% 15 100% 2 10 500% 2 8 400% 400%
375% 350% 350%
350%
300%
SR3 10 20 200% 15 75% 18 90% 5 13 260% 5 11 220% 300% 260%
200% 220%
SR4 4 2 50% 4 200% 13 650% 2 6 300% 2 7 350% 200%
175% 175% 158%
142% 146%
SR5 4 7 175% 3 43% 4 57% 5 5 100% 5 5 100% 100%
100%
100% 50%
SR6 4 7 175% 7 100% 0 0% 2 7 350% 2 7 350% 0% 0% 0% 0% 0% 0%
0%
SR7 0 0 #DIV/0! 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

% Calls Made % Presentations Made % Prospective Sales

Manager VP Sales 36 51 142% 42 82% 50 98% 26 41 158% 26 38 146%

Week2

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective Week2
Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales 325%
350% 300% 300%
SR1 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 300% 275%
275%
250%
SR2 8 15 188% 13 87% 23 153% 4 13 325% 4 12 300% 250%
188% 188% 175% 170%
SR3 8 15 188% 15 100% 17 113% 4 11 275% 4 11 275% 200% 165%
150% 120% 113%
SR4 4 7 175% 6 86% 11 157% 2 6 300% 2 5 250%
100% 75%60%
SR5 8 6 75% 2 33% 5 83% 5 3 60% 5 6 120%
50% 0% 0% 0% 0% 0% 0% 0% 0% 0%
SR6 0 0 #DIV/0! 0 #DIV/0! 0 #DIV/0! 0 0 #DIV/0! 0 0 #DIV/0! 0%
SR7 0 0 #DIV/0! 0 #DIV/0! 0 #DIV/0! 0 0 #DIV/0! 0 0 #DIV/0! SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

% Calls Made % Presentations Made % Prospective Sales

Manager VP Sales 38 43 113% 36 84% 56 130% 20 33 165% 20 34 170%

Week3

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective Week3
Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales 500%
400%
SR1 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 400% 340%
SR2 10 18 180% 12 67% 22 122% 5 8 160% 5 8 160% 280% 300%
300% 240%
SR3 10 13 130% 12 92% 20 154% 5 12 240% 5 11 220% 220% 200% 194%
180%
160%
160% 180%
160% 166%
SR4 10 15 150% 14 93% 56 373% 5 20 400% 5 14 280% 200% 130% 150%
113% 116%
SR5 10 4 40% 2 50% 2 50% 5 2 40% 5 2 40% 100% 40%40%40%
0% 0% 0%
SR6 10 20 200% 18 90% 5 25% 5 17 340% 5 15 300% 0%
SR7 8 9 113% 9 100% 0 0% 5 9 180% 5 8 160% SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

% Calls Made % Presentations Made % Prospective Sales

Manager VP Sales 68 79 116% 67 85% 105 133% 35 68 194% 35 58 166%

Week4

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective Week4
Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales 600%
500%
SR1 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 500%
380% 400%
SR2 10 12 120% 12 100% 13 108% 5 5 100% 5 6 120% 400% 340%
SR3 10 19 190% 15 79% 18 95% 5 12 240% 5 10 200% 300% 240% 240%
220% 250% 230% 260%
220% 231%
229%
190% 200%
SR4 10 14 140% 11 79% 41 293% 5 11 220% 5 12 240% 200% 120% 120% 140% 140% 153%
100%
SR5 10 25 250% 13 52% 15 60% 5 19 380% 5 25 500% 100%
0% 0% 0%
SR6 10 23 230% 21 91% 3 13% 5 20 400% 5 17 340% 0%
SR7 10 14 140% 14 100% 1 7% 5 13 260% 5 11 220% SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

% Calls Made % Presentations Made % Prospective Sales

Manager VP Sales 70 107 153% 86 80% 91 85% 35 80 229% 35 81 231%

Week5

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective Week5
Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales 100%
SR1 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0%
80%
SR2 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0%
SR3 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 60%
SR4 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 40%
SR5 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 20%
SR6 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%
0%
SR7 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0%
SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

Manager VP Sales 70 0 0% 0 #DIV/0! 0 #DIV/0! 35 0 0% 35 0 0% % Calls Made % Presentations Made % Prospective Sales

Total Month

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective Month
Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales 300% 259%
226% 229%
SR1 50 0 0% 0 #DIV/0! 0 #DIV/0! 25 0 0% 25 0 0% 200% 200%
200% 171%
162% 179%
SR2 42 60 143% 50 83% 73 122% 21 36 171% 21 34 162% 143% 140% 152% 147% 147%
140%
100% 116%
100% 110%95% 99%
SR3 48 67 140% 57 85% 73 109% 24 48 200% 24 43 179% 82%
100%
SR4 38 38 100% 35 92% 121 318% 19 43 226% 19 38 200%
0% 0% 0%
SR5 42 42 100% 20 48% 26 62% 25 29 116% 25 38 152% 0%
SR6 34 50 147% 46 92% 8 16% 17 44 259% 17 39 229% SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales
SR7 28 23 82% 23 100% 1 4% 20 22 110% 20 19 95% % Calls Made % Presentations Made % Prospective Sales

Manager VP Sales 282 280 99% 231 83% 302 108% 151 222 147% 151 211 140%
 TAB – SR1
Sales Rep Input tab

TAB – SR1 KPI Input

• Enter the Sales Rep Name

o The ONLY INPUTS in SR tabs are Targets (orange) agreed with VP Sales and actual Results
(Yellow).
 Sales Reps are responsible for UPDATING their call results MINIMUM daily by End-of-
Day.
 If a Sales Rep is on PTO, the target is set to "0."

ABC Company LLC

Sales Calls Results - Input Sheet

Month Jul-21
Sales Rep SR1

Week1

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective

Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales
Monday 2 0% #DIV/0! #DIV/0! 1 0% 1 0%
Tuesday 2 0% #DIV/0! #DIV/0! 1 0% 1 0%
Wednesday 2 0% #DIV/0! #DIV/0! 1 0% 1 0%
Thursday 2 0% #DIV/0! #DIV/0! 1 0% 1 0%
Friday 2 0% #DIV/0! #DIV/0! 1 0% 1 0%

Total 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0%

 ABC Company LLC

TAB – OB Sales Call Sales Calls Results Dashboard

Month Jul-21

Dashboard Week1

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective

Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales
SR1 10 0 0% 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0%
SR2 4 15 375% 13 87% 15 100% 2 10 500% 2 8 400%
SR3 10 20 200% 15 75% 18 90% 5 13 260% 5 11 220%
SR4 4 2 50% 4 200% 13 650% 2 6 300% 2 7 350%
SR5 4 7 175% 3 43% 4 57% 5 5 100% 5 5 100%
SR6 4 7 175% 7 100% 0 0% 2 7 350% 2 7 350%
SR7 0 0 #DIV/0! 0 #DIV/0! 0 #DIV/0! 5 0 0% 5 0 0%

Manager VP Sales 36 51 142% 42 82% 50 98% 26 41 158% 26 38 146%

TAB – OB Sales Call Dashboard

• Manager's results are the aggregate of the Sales Team's results.

Total Month

Calls % Calls Positive % Positive Left Message % Message/ % Presentations % Prospective

Target Made Made Contacts Contact or sent email Email Target Presentations Made Made Target Prospective Sale Sales
SR1 50 0 0% 0 #DIV/0! 0 #DIV/0! 25 0 0% 25 0 0%
SR2 42 60 143% 50 83% 73 122% 21 36 171% 21 34 162%
SR3 48 67 140% 57 85% 73 109% 24 48 200% 24 43 179%
SR4 38 38 100% 35 92% 121 318% 19 43 226% 19 38 200%
SR5 42 42 100% 20 48% 26 62% 25 29 116% 25 38 152%
SR6 34 50 147% 46 92% 8 16% 17 44 259% 17 39 229%
SR7 28 23 82% 23 100% 1 4% 20 22 110% 20 19 95%

Manager VP Sales 282 280 99% 231 83% 302 108% 151 222 147% 151 211 140%

Month
300% 259%
226% 229%
200% 200%
171%
162% 179%
200% 143% 152% 147% 147%
140% 140%
100% 116%
100% 110%95% 99%
82%
100%
0% 0% 0%
0%
SR1 SR2 SR3 SR4 SR5 SR6 SR7 Manager VP Sales

% Calls Made % Presentations Made % Prospective Sales

THANK YOU