Draft email to Jamie

Hi Jamie,

I have gone through the sales pipeline on Freshsales and have fixed the following:

1. Opportunities in the past. I have moved them to 30 April close date (end of this month). Need your input on whether these are realistic close dates.
1. RGE
2. A+E Upsell
2. My understanding is that the Commit and Upsides are for the month of April (and these forecast categories are refreshed again for each new month e.g. May, June, etc). Therefore, I suggest we only include (both in the Summary slide and the sales pipeline) only opportunities that are Commit and Updies for April. Given this, I have moved the following opportunities to Forecast Category = “Commit”
1. ITV New Catalog
2. BBC New API
3. BARB Super User (this was not in Freshsales so I have added the opportunity)
3. For all the Commit opportunities above, I have checked that the close date is in April and they are.
4. Some of the opportunities (as I understand it by reading the notes) are moving quite slowly and their close dates seem slightly optimistic and unusually specific (e.g. 25 May for SVT). Can we just review the close dates for opportunities are moving slowly / highly unpredictable so that we can move them out? Generally for unknown close dates like this, perhaps we should put end of month (e.g. 31 July rather than something super specific).

Forecast categories. I understand there are four in general:

• Committed
• Upside (or Best Case as Freshsales calls it)
• Pipeline
• Omitted

It looks like you have admin rights. Freshsales only has the first two categories. If I can have your login, I can add the other two categories

In general going forward, I will try to do a “sanity check” on the sales pipeline:

1. Expected close date is not the past
2. Opportunities with expected close date in current Pipeline Period (PP) but are NOT part of Commit or Upside (or vice-versa - opportunities with close date in subsequent PP but are part of Commit or Upside in the current PP)
3. Opportunities in Commit or Upside FC for current PP but are not on the CRM at all
4. Opportunities in early stage SS (e.g. Plan, Create, Qualify) but are either a) expected to close in current PP or b) have a FC of Commit or Upside. This is still possible but we have to understand whether there is sufficient time in the current PP to deliver the sale.
5. ECD in the current PP should all have FC of Commit or Upside (and vice versa)
6. Worst Case Coverage > 1.
7. Best Case Coverage >> 1.