Turn strategy into visible progress

Follow a goal from the Matrix to the Funnel: every improvement adds up.

Sales

1 Matrix Align the team

The team’s strategy, in one view.

1Goals
2Forces
3Strategies
4Targets
5Deployed

Andes Group/Sales

MFollow up every proposal within 48 hHighSGive a demo at the first meetingMediumAReview the pipeline every weekMediumMRaise conversionASell fasterSMore new clientsJPatchy follow-upBarrierMExperienced salespeopleEnablerBUp-to-date CRMEnablerSSouth conversionSentIn negotiationAcceptedJSME sales cycleAcceptedStrategiesGoalsForcesTargets

2 Board See the progress

Each goal a row, week by week.

1Plan
2Do
3Check

Andes Group/Sales

41PlanDoCheckAct

MRaise conversion

Conversion (%)Target 25%Actual 25%19%

To do2

This weekDue 9 OctFollow up the open proposalsJJavier

This monthDue 20 OctAnalyse the lost proposalsBBruno

ProblemL0 · IdeatedProposals left without follow-upMMartín

No stories

ProjectL3 · PlannedFollow-up reminders in the CRMBBruno

ASell faster

Sales cycle (days)Target 30 dActual 33 d

To do1

This monthDue 23 OctReview the stalled opportunitiesSSofía

No stories

SMore new clients

Meetings with new clientsTarget 40Actual 42

To do

No stories

3 Story From idea to value captured

A method, block by block, with its impact.

1Ideated
2Identified
3Validated
4Planned

Andes Group/Sales

Proposals left without follow-upPlaybookProblemLevelL0 · IdeatedL1 · IdentifiedL2 · ValidatedL3 · PlannedGoalRaise conversionResponsibleMMartín

1. Ideated

Gap analysis

Conversion (%)Baseline25%Current19%Gap-6Gap %-24%

Conversion was on target until week 40 and fell to 19% in week 41: 6 points below the 25% target.

2. Identified

5W2HConversion fell to 19%, against a 25% target.WhatClients go quiet once they get the proposal.WhoWhereNew accounts, in the proposals sent by email.WhenSince September, in the week after sending.WhyHowHow much24 proposals with no reply in a month.

5 WhysProposals go cold with no replyProblemThe follow-up call never happensCauseNo one books it when the proposal is sentRoot causeProposals go out without the decision-makerCauseWe spot them too lateCause

Ishikawa

3. Validated

Gate · ValidatedGOValidated by Andrea, sales director, on 14 Oct.Version 2The impact plan is frozen at this version.

Impact linesWhat the story promises to bring, line by line.BenefitsMore proposals won+€800/monthCostsLess time on lost proposals+€200/monthOperationalRaise conversion19% → 25%Run rate€12,000/year

4. Planned

Action planActionResponsibleWk 43Wk 44Wk 45Wk 46Wk 47Wk 48TodayAgree the follow-up ruleMMartínDoneBook the call when sendingJJavierDoingNext call required in the CRMBBrunoDoingBring in the decision-makerSSofíaTo do

4 Funnel Add up the value

What each improvement brings, added up.

1By level
2The story comes in
3It adds up

Andes Group/Sales

Projected 2026€12,000Committed 2026€42,400Realized 2026€37,500Run rate€178,800/yearOperational11Late1

L0 · Ideated3—€2,600projectedLead response time-23 hrsAverage discount-3.5%+1

L1 · Identified2—€4,800projectedStalled opportunities-18Legal review time-48 hrs

L2 · Validated2—€4,600projectedTime per proposal-75 minsProducts per client+0.6

L3 · Planned2—€3,400committedProposals followed up within 48 h+50%Raise conversion+6%StoryPlaybookResponsibleRun rateCommittedFollow-up reminders in the CRMProjectBBruno€8,400/year€1,400Proposals left without follow-upProblemMMartín€12,000/year€2,000Total€20,400/year€3,400

L4 · Executed1—€39,000committedMeetings with new clients+10

L5 · Realized1—€29,700realizedRenewal rate+10%

Shall we follow your team’s thread?

With one of your team’s goals, from the Matrix to the Funnel.

Book a demo