What to Analyze, Share, and Act On Every 90 Days
Quarterly reviews are more than checkpoints—they’re your chance to pivot sales strategy, reset priorities, and fuel execution with real insight. In the fast-moving glass market, where product mix, regional activity, and margin pressure can shift rapidly, trend reviews are essential.
Here’s what glass sales leaders are tracking—and how they’re turning trend data into action.
Key Metrics to Review Every Quarter
Quote-to-Close Ratios by Product Line
Track insulated glass units, laminated safety glass, and fire-rated panels separately. Understand where pricing, lead time, or competitive loss is rising.
Win Rates by Territory
Identify underperforming branches or rep regions. Is the issue freight, availability, or competitive positioning?
Top and Bottom Margin Accounts
Who’s profitable, and who’s burning resource time for little return?
SKU Mix Shifts
Are customers moving toward higher-performance glass? Are you overstocked on slow-moving commodity products?
Lead Times and Fulfillment Performance
Align ops and sales on what’s causing delays—and where expectations need resetting.
Best Practices for Sharing the Data
Use dashboards, not decks—make data navigable and actionable.
Include sales, operations, customer service, and finance in the review.
Highlight the stories behind the numbers: What changed, and why?
Turning Trends into Strategy
Launch territory-specific training or margin recovery plans.
Adjust stocking levels or fabrication capacity based on demand signals.
Reassign dormant accounts or rebalance rep portfolios.
Create win-back campaigns for lost projects or high-churn segments.
Glass sales success is built in 90-day blocks. Teams that review trends with rigor—and act on them with speed—enter the next quarter aligned, empowered, and ready to compete.
