ACCOUNT TEAM REVENUE GOAL

© 2007 CPC GLOBAL 3

1. Example a) Revenue Goal $ $2,500,000

b) Realized (closed) YTD -

$ -$1,000,000

c) Adjusted Revenue Goal =

$ =$1,500,000

2. Example

a) $ Volume of Current Opportunities $ $500,000

b) Win Rate x

$ X .60

c) Adjusted Current Opportunities Revenue

=$ =$300,000

3. Example

a) Adjusted Revenue Goal $ $1,500,000

b) Adjusted Current Opportunities Revenue

- $ -$300,000

c) Modified Objective for Creating Demand

=$ =$1,200,000

d) Win Rate /

/.60

e) Revised Performance Revenue Goal =

$ =$2,000,000

THE STRATEGIC CASCADE—‘NEEDS MAP’

© 2007 CPC GLOBAL 20

EXERCISE: 1. Build a Needs Map for the account you have selected

2. Highlight areas where you are not sure—these will provide good call objectives for your next customer

meeting

3. Be prepared to explain your map to the rest of the group

STEP FOUR: EXECUTIVE VALUE STATEMENT

© 2007 CPC GLOBAL 22