September, as at 17 September 2026
September: £82,000 won against a £120,000 target (68%), with a likely finish of £148,200. 8 deals worth £163,500 carry a flag, 2 of them (£49,500) with no customer reply for 30 days or more. New pipeline created in September so far: £65,000 across 4 deals, against £86,500 in all of August.
Open pipeline: £266,000 across 14 deals.
Up £4,000 on last Monday (£262,000).
Closed won this month: £82,000 from 4 deals.
| September | Deals | Value |
|---|---|---|
| Target | £120,000 | |
| Won so far | 4 deals | £82,000 |
| Still to close, looks fine | 3 deals | £51,500 |
| Still to close, looks at risk | 2 deals | £38,000 |
| Still to close, the customer raised a blocker | 1 deal | £18,000 |
| Of those still to close, no next step recorded | 2 deals | £38,000 |
| If everything still open closes | 10 deals | £189,500 |
| Likely finish (won, plus open deals at your CRM’s odds) | £148,200 |
On track: £38,000 still to find, and £51,500 with no flags detected is dated to close this month. £38,000 still to find. Likely finish £148,200 (124% of target); at most £189,500 if every open deal closes.
The three “still to close” rows add up to the £107,500 dated this month. The no-next-step row is not a fourth group: it cuts across them, and counts what we do not know rather than what is in the way.
Both readings are the same number: healthy pipeline covers the gap 1.4 times over. That is enough to be on track, and not enough to be comfortable, comfortable means the month still lands when some of it slips. One illustration, not a forecast: if that unflagged pipeline converted at the team’s historic win rate of 75%, it would land £38,625, £625 more than the £38,000 still to find. That rate counts DEALS, not value, so it says nothing about which of these particular deals lands. It is a sense check on whether the month is tight, not the number itself. Dated is not the same as closed.
The weighted figure is £82,000 already won plus £66,200, which is the £107,500 dated to close this month with each deal taken at its own stage probability in your CRM.
1 deal due to close this month, worth £6,000, carry no probability in the CRM and are in best case but not in the weighted figure.
Financial year April 2026 to March 2027: £465,000 won of £1,290,000 (36%). At this pace the year ends at 78% of target.
| Month | Target | Won | Of target |
|---|---|---|---|
| April | £100,000 | £66,000 | 66% |
| May | £100,000 | £78,000 | 78% |
| June | £100,000 | £81,500 | 82% |
| July | £100,000 | £80,500 | 81% |
| August | £100,000 | £77,000 | 77% |
| September so far | £120,000 | £82,000 | 68% |
| Still to come (Oct–Mar) | £670,000 |
By person, best first.
| Person | Year target | Won so far | Of target | Run rate |
|---|---|---|---|---|
| Helen Price | £430,000 | £191,500 | 45% | 96% |
| Joe Spicer | £591,250 | £217,000 | 37% | 79% |
| Owen Nash | £268,750 | £56,500 | 21% | 45% |
| Total | £465,000 |
The same figures as the Targets card on the Team page. Won is counted by close date; run rate is where the year ends if the pace so far holds.
Is the pipeline being refilled as fast as it is used up? Every deal that closes, won or lost, leaves it; only new deals refill it. In September £65,000 came in and £82,000 went out, so the pipeline shrank by £17,000.
| Month | New deals in | Won | Lost | Net |
|---|---|---|---|---|
| July | 8 deals, £168,000 | 4 deals, £80,500 | 1 deal, £14,000 | +£73,500 |
| August | 4 deals, £86,500 | 4 deals, £77,000 | 2 deals, £38,000 | −£28,500 |
| September | 4 deals, £65,000 | 4 deals, £82,000 | 0 deals, £0 | −£17,000 |
New deals are those created in the month, at the value they carry now.
£163,500 across 8 deals carries a flag: a date that moved or is too optimistic, a blocker the customer raised, or a silence. 2 of them, £49,500, have had no reply or meeting from the customer for 30 days or more.
Every deal behind these figures is named in the appendix, with what is against it.
On 1 August the forecast for August 2026 was £96,500 (weighted by your CRM’s odds; £142,000 dated in all). £77,000 closed won: 80% of the forecast.
| Person | Forecast | Won | Of forecast |
|---|---|---|---|
| Joe Spicer | £42,000 | £26,000 | 62% |
| Helen Price | £36,500 | £38,500 | 105% |
| Owen Nash | £18,000 | £12,500 | 69% |
Won includes deals that were not in the forecast on the first, so a person can beat their forecast with deals nobody had dated to that month.
The deals that decide the month; every flagged deal and why; deals with no customer reply; account management; meetings; deals to pull forward; what moved; speed; each person; coaching.
Each row counts only the first 16 days of its month, so a part month is never read against a whole one.
| Month to date | Created | Won | Lost |
|---|---|---|---|
| September | 4 deals · £65,000 | 4 deals · £82,000 | 0 deals · £0 |
| August | 3 deals · £52,500 | 2 deals · £43,500 | 1 deal · £16,000 |
| July | 5 deals · £109,000 | 2 deals · £46,000 | 0 deals · £0 |
New pipeline is running in line with the same point in the previous two months (£80,750 on average).
£38,000 still to find. These are the deals dated to close this month, biggest first, the ones that decide whether it lands.
| Deal | Value / date | Next step | What is in the way |
|---|---|---|---|
| Halloway Foods, framework Owen Nash | £32,000 30 September Meeting: diary not connected | nothing read on this deal yet | no next step, no reply from the customer in 64 days (4 chasers) Missing: economic buyer, champion → Find out who signs. → Find a champion. |
| Carrow Fittings, rollout Joe Spicer | £21,000 19 September Meeting: Fri 18 Sept, 10:00 in person, Carrow Fittings, Leeds | Send the signed order form | no other flags detected |
| Fenwick Supplies, expansion Joe Spicer | £18,500 26 September Meeting: Wed 23 Sept, 14:00 Teams | Send the revised pricing they asked for Joe Spicer, by 22 September | no other flags detected Missing: economic buyer → Find out who signs, and get them on the next call. |
| Marsh and Co, proposal Helen Price | £18,000 24 September Meeting: Tue 22 Sept, 09:30 Teams | Chase the finance sign-off | budget sign-off sits with their finance director Missing: economic buyer, decision process → Ask Nina who else has to agree, and meet the finance director. → Ask what happens between their yes and a signed order. |
| Alderton Interiors, annual contract Joe Spicer | £12,000 17 September today Meeting: none booked | Board sign-off, then confirm | no other flags detected Missing: champion → Find the person inside who wants this more than you do. |
| Ledbury Castings, phase two Helen Price | £6,000 30 September Meeting: none booked | no recorded next step | no contact logged for 20 days, no next step Missing: economic buyer, metrics → Find out who signs. → Agree the number phase two has to move. |
The next step on 1 deal above is not typed into the CRM. It is what was agreed in the emails and meetings on that deal. Ask "what’s going on with" any of them to see the sentence it came from.
8 deals carry a flag, worth £163,500. Every one is below, biggest first, with the rule that fired on it.
| Deal | Value | Close date | Next meeting | Flagged because |
|---|---|---|---|---|
| Northgate Homes, framework Helen Price | £34,000 | 9 October | Thu 24 Sept, 13:00 in person, Northgate Homes, York | waiting on their legal review |
| Halloway Foods, framework Owen Nash | £32,000 | 30 September | diary not connected | no next step, no reply from the customer in 64 days (4 chasers) |
| Trent Valley Tools, expansion Joe Spicer | £28,000 | no close date | none booked | no next step |
| Marsh and Co, proposal Helen Price | £18,000 | 24 September | Tue 22 Sept, 09:30 Teams | budget sign-off sits with their finance director |
| Linton Joinery, rollout Owen Nash | £17,500 | 2 October | diary not connected | no next step, no reply from the customer in 47 days (3 chasers) |
| Priory Print, annual contract Helen Price | £14,000 | 16 October | Thu 1 Oct, 10:00 Teams | dated faster than its owner has ever closed |
| Meridian Estates, phase two Helen Price | £14,000 | 11 December | none booked | no contact logged for 25 days |
| Ledbury Castings, phase two Helen Price | £6,000 | 30 September | none booked | no contact logged for 20 days, no next step |
Every reason is a fact about the record: a date that moved, a silence, a missing next step. None of them is an opinion about the deal.
£49,500 of the £266,000 open pipeline (19%) sits on 2 deals where no reply or meeting from the customer was found for 30 days or more. They are still open and still counted in the forecast. Silence is a reason to check, not proof a deal is lost. Checked against the emails on record for 3 of 3 people with open deals (logged in the CRM or read from a connected mailbox). Meetings are only seen where someone has connected their diary.
| Owner | Deals | Value | Of their pipeline |
|---|---|---|---|
| Owen Nash | 2 of 4 | £49,500 | 66% |
| Deal | Value | The evidence |
|---|---|---|
| Halloway Foods, framework Owen Nash | £32,000 | Last heard from the customer 15 July (64 days ago): “Your proposal is with our procurement team.” 4 emails from Owen since, no reply (the last 4 days ago). The CRM record was last updated 4 days ago. Still dated to close 30 September, at 50%. |
| Linton Joinery, rollout Owen Nash | £17,500 | Last heard from the customer 1 August (47 days ago): “Will review the rollout plan and come back.” 3 emails from Owen since, no reply (the last 9 days ago). The CRM record was last updated 9 days ago. Still dated to close 2 October, at 50%. |
A rep’s own emails and CRM notes are not a customer response: only the customer writing back, or a meeting, is. For each deal: ask the owner whether it is still live, agree a next step with the customer, then update the date or the status on what they hear.
£38,000 still to find this month.
| Cover | Value | |
|---|---|---|
| Total coverage | 2.8x | £107,500 |
| Cover from deals with no flags | 1.4x | £51,500 |
| Already flagged at risk | £56,000 |
Exposed: the unflagged pipeline barely covers the gap at all.
Coverage includes only deals due to close this month. The verdict is based on the deals with no flag against them, counting both the rules and any blocker the customer named; flagged deals are shown separately. Against target below reads this same 1.4x as a different word: it asks whether the gap is covered at all, this asks how much slippage the month can take before it is not.
What is already dated to land after this month, and how much of it has nothing flagged against it.
| Month | Deals | Dated | Healthy | Target | Gap |
|---|---|---|---|---|---|
| October | 4 deals | £91,500 | £26,000 | £130,000 | £104,000 short |
| November | 2 deals | £25,000 | £25,000 | £110,000 | £85,000 short |
Measured across the whole month, not the week in the headline above: open pipeline moved down £17,000, from £283,000 to £266,000.
| Movement | Deals | Effect on open pipeline |
|---|---|---|
| New deals created | 4 deals | +£65,000 |
| Won, so out of the open pipeline | 4 deals | −£82,000 |
| Lost, so out of the open pipeline | 0 deals | £0 |
| Net change | −£17,000 |
| Person | Median to close | Win rate | Wins | Direction |
|---|---|---|---|---|
| Owen Nash | 40 days | 56% | 5 wins | slower |
| Joe Spicer | 45 days | 90% | 9 wins | faster |
| Helen Price | 48 days | 78% | 7 wins | faster |
| Whole team | 46 days | 75% | 21 wins | steady |
Win rate and median sales cycle use all available history. Direction compares deals closed during the last six weeks with earlier results and requires at least two wins in each period. Speed is not assessed below 3 wins.
| Rep | Open | Won this month | Target | At risk |
|---|---|---|---|---|
| Joe Spicer | £105,500 (5) | £48,000 (2) | £55,000 87% | £28,000 (1) |
| Helen Price | £86,000 (5) | £24,000 (1) | £40,000 60% | £86,000 (5) |
| Owen Nash | £74,500 (4) | £10,000 (1) | £25,000 40% | £49,500 (2) |
Per cent is what they have won against their own target, not what they might close. Green is at or ahead of where the month should be by now (59% of the working days are gone), amber is behind it.
One behaviour each, measured on deals started since the ask.
| Who | Asked to work on | Asked on | Before | Now | Status |
|---|---|---|---|---|---|
| Owen Nash | economic buyer named | 10 August 2026 | 25% | 50% (2 of 4) | moving |
| Helen Price | next step agreed | 1 September 2026 | 55% | not yet (1 of 2) | too early |