Follow-ups Overdue

For sales managers and reps · ~3 min read

Follow-ups Overdue lists quotes whose follow-up date has passed. It’s the “money we’ve already done the work for and haven’t chased” report — usually the fastest revenue in the business.

Figure 1 — Follow-ups Overdue, sorted with the longest-waiting quotes first. (1) As At and Overdue after (days) set the measuring date and the grace period — 0 shows everything past its follow-up date. (2) Read Days Overdue for urgency and Amount (ex GST) for priority, together.

Parameters

Parameter	Notes
As At	The date to measure against — usually today, but you can look back
Overdue after (days)	The grace period. 0 shows everything past its follow-up date; 7 shows only those more than a week gone
Sales Reps	Empty = all reps

Columns

Column	What it tells you
Lead # / Quote #	The records to open
Customer	Who to call
Quote Date / Appointment Date	When it was quoted and when you saw them
Follow-up Date	When it should have been chased
Days Overdue	How far past that you are
Days Since	How long since the quote
Amount (ex GST)	What it’s worth
Status	Where the lead is up to

How to use it

A Monday-morning routine

Run it every Monday with Overdue after set to 0, sort by Amount descending, and work the top of the list. Biggest value, longest waiting, called first.

• Days Overdue tells you the urgency; Amount tells you the priority. Read them together.
• Filter to one Sales Rep for a one-to-one; run it with no filter for the team picture.
• A long list of small overdue values is a process problem, not a chasing problem — follow-up dates are being set and ignored.

Common questions

Question	Answer
Empty report	Either everything is genuinely followed up, or follow-up dates aren’t being set on quotes — check a recent quote to see which.
A quote I know is overdue is missing	It has no follow-up date recorded, so there’s nothing to be overdue against.
Won and lost quotes are showing	Filter using Status to focus on the ones still live.