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      How to Utilize One on One tool for Managers

      What

      This article explains how managers can use the Home Page in ShareBuilders CRM to track an Account Executive’s (AE) performance, identify opportunities for improvement, and assist in hitting revenue targets.

      Why

      The Home Page provides a complete snapshot of an AE’s progress toward their budget, top clients, pending deals, and collections. Reviewing this data helps managers and AEs stay on track, adjust strategies, and ensure long-term growth.

      How to Access an AE’s Home Page

      1. Go to the Dashboard and click on Team.
      2. Select the AE you want to review.
      3. The AE’s Home Page will load, displaying key performance data.

      How to Use the Home Page for AE Performance

      1. Check Budget Progress – Use the bar chart to compare the AE’s booked (dark purple) and pending business (pink) against their goal (gold bar).
      2. Evaluate Year-over-Year Growth – See if the AE is beating last year’s revenue with the same account list.
      3. Identify Gaps & Action Plans – If the AE isn’t hitting their goal:
        • Discuss their plan to get there.
        • Provide guidance on increasing revenue.
      4. Review Top 10 Clients & Pending Deals – Recognize new and growing business, and strategize on accounts that need attention.
      5. Assess Attrition & Collections – Understand why accounts are dropping and offer solutions to close gaps.

      How to Use the Account List for AE Development

      1. Go to the Account List – Click "Add Filters" in the filter section and select Account Category.
      2. Filter by Keys & Targets –
        • Targets: Look for stalled opportunities. When was the last activity?
        • Keys: Ensure accounts are being maintained and growing.
      3. Check Pending Activity – Are pending deals connected to Targets?
      4. Move Accounts as Needed – Use the arrow next to the account name to reassign accounts to a different category or AE.
      5. Help Grow Keys & Close Targets – Discuss strategies to close deals and expand key accounts.

      Additional Tools for AE Growth

      • Pending Page: If AEs struggle to update their pending deals, review them together. Pending deals with “Next Step” future activities already included won't require further follow-up.
      • New/Returning/Non-Returning Report: Guide AEs to this report to identify warm prospects. Encourage them to look 2+ months ahead for new opportunities.
      • Activities Section: Select "Add New Activity" to log notes from your meeting, ensuring continuity for future check-ins.

      By regularly using these tools, managers can proactively guide AEs, helping them close more deals and consistently hit their targets.