One of your top priorities should be to understand if you are on track to reach your planned goals. By implementing automated sales reports, you can answer questions such as: Is your actual revenue better or worse than your forecasted revenue? When you first planned your goals, what did you base it on? Is your baseline included in your charts? This information will help you expect deal activities, results and, in case inconsistencies arise, you’ll better recognize outliers versus trends. This metric lets you know whether your team is doing what they should, if they need help or if the whole strategy should be changed or adjusted. It’s crucial for forecasting, and it lets you know if other factors can impact your bottom line.
Performance Indicators
In a good assessment of your actual revenue versus your forecasted revenue, the goal should be to outperform your forecasted amount.
Anthony (Tony) Crilly is a seasoned B2B sales and marketing professional with 20+ years of experience helping top technology companies grow. He has led sales development for leaders like Oracle, IBM, NetApp, and Roadmunk, specializing in outbound strategy, account management, and go-to-market execution. His work spans cloud, cybersecurity, SaaS, and digital transformation, with a track record of building pipelines, generating qualified leads, and driving customer success.
Beyond his career, Tony is passionate about health, fitness, and nutrition, drawing on decades of endurance training as a runner cyclist, and swimmer. He also writes on topics that connect business, personal growth, and everyday life, sharing lessons from both success and challenge. A dedicated family man and faith-driven, Tony brings the same intensity and commitment to personal goals as he does to professional ones — whether it’s overcoming obstacles, supporting others, or leading by example.
