A short list, per salesperson, of the accounts to act on this week and why, with the figure behind each line. The output of coverage and share analytics, delivered before the week starts.
Three to five lines. An account that lapsed and what it used to buy. An account stocking half the range and what the gap is worth. An account assigned last week with no contact yet. Each line names the figure and the rows behind it.
Because the sales week starts then, and a list that arrives on Thursday describes a week already spent. The brief is generated from the previous week's file, on a schedule, per person.
A dashboard answers the questions someone anticipated. A brief tells one person what to do next, in their own patch, in their own vocabulary.
Each salesperson receives a short ranked list each week: accounts overdue for their tier, accounts past their own order pattern, the largest valued gaps, deals with no next step. Every line has the reason and the figure behind it.
Row one: Halden Group, $610,000 a year, no touch in 74 days, tier owes 30. Row two: Marlow Foods, orders weekly, none for 31 days.
A list too long to finish. Fifteen rows get worked; sixty get ignored.