5:15 Weekly Report

Tools:

Summary:

1. Top 3 & Bottom 3: The form's first part displays sections to capture and keep top-of-mind areas of strengths and areas of improvement. In the context of enhancing the performance of a cybersecurity salesperson, the "Top 3 and Bottom 3" method serves as a vital feedback mechanism, and is a key part of an integrated coaching process. This approach emphasizes identifying the three most effective strategies or behaviors ("Top 3") that should be maintained or increased, alongside pinpointing the three least effective or detrimental practices ("Bottom 3") that need to be reduced or ceased. This method is not only a tool for continuous personal improvement and skill refinement, but also plays a crucial role in fostering a culture of constructive feedback and ongoing professional development within the organization.
2. Performance vs. Quota Tracking: The form's second part displays the salesperson's performance against their quota for the month-to-date, quarter-to-date, and year-to-date. This section is crucial for continuously monitoring the salesperson's progress and ensuring they are on track to meet or exceed their sales targets.
3. Top 3 Opportunities Breakdown: This section lists the top three opportunities the salesperson is focusing on, categorized into 'commit' (highly likely to close), 'upside' (possible but not certain), and 'other' (longer-term or less certain opportunities). This classification helps in prioritizing efforts and forecasting more accurately.
4. Pipeline Size vs. Quota Analysis: The third part of the form tracks the total size of the salesperson's pipeline compared to their quota on a monthly, quarterly, and yearly basis. The goal is to maintain a pipeline at least 5 times the quota, providing a cushion for potential fallouts and ensuring a healthy sales outlook.
5. Customer Meetings Completed: This section records the number and details of meetings that the salesperson completed with customers during the week. It serves as an activity tracker and a measure of customer engagement and progress in building relationships and advancing sales opportunities. To simplify the reporting in this area, and reduce duplication of work, there are sections to add links to the relevant “NUDGE” and “AXE” reports.
6. Scheduled Meetings for Next Week: The final part of the form outlines the meetings planned for the upcoming week. This forward-looking component helps in ensuring consistent customer engagement and provides a roadmap for the salesperson's activities in the coming week. To simplify the reporting in this area, and reduce duplication of work, there are sections to add links to the relevant “NUDGE” and “AXE” reports.

The "5:15 Report" is designed to be a quick yet comprehensive snapshot of a salesperson's weekly performance and activities, aligning with its concept of being prepared and reviewed efficiently within 15 and 5 minutes, respectively.

Sources:

Scaling People - Claire Hughes Johnson

Quotes:

“I often think of my work as a manager as clearing the path my team will need to travel. Anything that slows them down is on me.” - Claire Hughes Johnson