Sales projection worksheet

This sales projection worksheet has three tabs: 1. Projected monthly revenues sellers, 2. Roll-up into overall department projection, and 3. A monthly or quarterly sales planner as a monthly checkpoint.

How to use it

A.  Annual projection by seller

1. Start with what is pre-booked month by month, for each seller.

2. Give sellers their spreadsheet and ask them to estimate what each existing customer will book in the year ahead.

The critical element is placing each number in  a “100%, 80%, 50%, or 20% sure column.”  Sellers cannot predict the future, but they are the frontline and know the customer best. If you use Hubspot, this is already part of their CRM. The spreadsheet will automatically calculate a projection for the sales representative and the department.

3. Add new business. Once you have calculated the average sale for each seller, you know how much new business is needed to make the goal and the number of new sales that need to come in.

For example, if the average sales is $6000, and the new business goal is $100,000,  a seller should be able to stay on track by turning in a couple of sales a month.

B. Roll up the projections into a summary 

The second tab gives you a company-wide projection that has started account by account and seller by seller from the ground up.

C. Plan monthly or quarterly reviews in 2024  to update projections 

On the third tab, you can give the reps a spreadsheet of everything prebooked for the upcoming month, show what was booked last year, and allow them to create a plan.

This should be done on the 20th of the month before the start, so sometimes quarterly is easier to manage.

It’s a great time to see if the seller is on track, discuss opportunities, and give feedback. Every team is different, so make this work for yours.

Pro Tip

Publishers have added salary+commission goals and bonuses at goal for every month so sellers see what they will earn and goal, and, more importantly, stay on track with personal income goals every month.

The review session is then about “how can we help” sellers meet their personal financial objectives.

If you need help with this, email alisa@nichepublisher.biz