Matrix can be mission control for your sales operations if your Account Executives are consistently leveraging the capabilities. Follow these practices to incorporate Matrix in your work day.
DAILY
- Check Alerts take action or plan action as needed. Don’t forget to celebrate too!
- Review the Birds Eye View for a quick look at the revenue picture. Dig deeper if needed with Reports and Sales Intelligence.
- Review Recently Added Prospects (Street Level) or Approve/Reject Leads as needed
WEEKLY
1. Managing AE Performance
- Review the Activity List. Note upcoming meetings you’d like to attend & overdue items.
- Review the Deal List. Note large deals, deals closing soon & overdue deals.
- Use the AE Scorecard (Bird's Eye View) One-On-Ones to get a quick glance at performance. Use Notes to keep track of action items.
2. Managing Revenue
- Check the Pipeline from the Pipeline Analysis
- When your official forecast is due adjust it up or down with the Forecast Adjustment prospect.- From Alerts or Reports check on churn accounts and accounts pacing behind.- Identify upsell/cross-sell opportunities with Alerts or Sales Coverage Analysis.
MONTHLY
1. Update the Account List.
- Check for duplicates, reassign, merge/rename, etc. as needed.- Identify and assign key prospects via reassignment, import or List Builder.
2. In the Account List identify accounts without an open Deal
QUARTERLY/ANNUALLY
1. Enter Budgets.
Underlined items in Red are features available in Matrix Premium. Contact S[email protected] to turbo charge your work day.
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