May 2017
Beginner
130 pages
3h 17m
English
Content preview from Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue
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Appendix 7
Goal Build by Opportunity
The Goal Build chart helps you understand how you will achieve your quota or revenue goal with this account. It lists your revenue goal for this account, and then each opportunity and its value that will help you advance to that goal.
| FY18 GOAL | |
| Revenue Goal | $43,000,000 |
| Revenue Identified | $13,680,000 |
| New Revenue Needed | $29,320,000 |
| Multiple of New Revenue Target | 2.5 |
| Multiple of New Revenue Target ($) | $73,300,000 |
| FY18 GOAL BUILD | |
| Opportunity | Value |
| Systems Infrastructure | $5,600,000 |
| Partner Management Program | $3,400,000 |
| Support Services | $9,000,000 |
| Network Rollout Optimization | $12,500,000 |
| Lab Management Outsourcing | $14,300,000 |
| Allied Services Partnership | $8,500,000 |
| APAC Assessment ... | |
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