Team Targets table

The page provides a detailed presentation of the Team Review table

The Team Targets table will present the cumulative values for each representative over a cycle. The Team Targets table is calculated according to the proportion of representatives in bricks.

The first header in the table displays the Team's name for which the values are displayed. The rows in the table display the Position User and Position Name.

The second header of the table is named 'Historical Data (Volumes)' and is divided into 4 sections:

• last 3 months with available data

• Average Growth % - quarterly / yearly

• Geo Share % - product / relevant market

• Archived vs Potential

Historical data

For each rep in the filtered team, the system will present sales data measured in volumes for the last 3 months (regardless of the cycle length) for which data is available. If no data is available for a month, the system will display "--".

Quarterly average growth refers to the average rate of growth over three months, calculated by the ratio between the sales volumes per rep in the previous quarter and those from two previous quarters:

$$\text{Average growth}_\text{quarterly} = \left( \frac{\sum_{i=1}^{3} \text{Sales}_{i}}{\sum_{i=1}^{3} \text{Sales}_{i-3}} - 1 \right) \times 100$$

where:

• $\sum_{i=1}^{3} \text{Sales}_{i}$ represents the sum of sales in volumes in the previous quarter;

• $\sum_{i=1}^{3} \text{Sales}_{i-3}$ represents the sum of sales in volumes from two quarters ago;

Quarterly average growth will always be calculated based on the last 3 months with data regardless of the cycle length!

Yearly average growth refers to the average rate of growth throughout the cycle length, calculated by the ratio between the sales volumes in the previous quarter and the same period of the previous year:

$$\text{Average growth}_\text{yearly} = \left( \frac{\sum_{i=1}^{n} \text{Sales}_{i}}{\sum_{i=1}^{n} \text{Sales}_{i-12}} - 1 \right) \times 100$$

where:

• $\sum_{i=1}^{n} \text{Sales}_{i}$ represents the sum of sales in volumes in the previous quarter;

• $\sum_{i=1}^{n} \text{Sales}_{i-12}$ represents the sum of sales in volumes from the same period of the last year;

• n represents the cycle length.

Yearly average growth will always be calculated based on the cycle length.

When the cycle length < 3, the yearly average growth will be calculated using data from the most recent three months.

Product Geo Share at the Rep level indicates the effectiveness of representatives in selling the product within their assigned geographic area.

$$\text{Product Geo Share (\%)} = \frac{\text{SKU Sales per Rep}}{\text{Total Sales}} \times 100$$

The Market Geo Share at the Rep level reflects the sales effectiveness of a relevant market within the territories assigned to the Representative.

$$\text{Market Geo Share (\%)} = \frac{\text{Relevant Market Sales in Bricks assigned to Rep}}{\text{Total Sales in Relevant Market}} \times 100$$

Achieved vs Potential is a metric used to compare the actual achievement of a certain target against its maximum potential. This measure evaluates a product's sales within a designated geographical region (Product Geo Share) in contrast to its anticipated performance within a relevant market segment (Relevant Market Geo Share).

$$\text{Achieved vs Potential} = \frac{\text{Product Geo Share}}{\text{Relevant Market Geo Share}}$$

If the achieved vs potential ratio is greater than 1, it suggests that the product is performing better than expected in that region compared to its performance in the relevant market segment. Conversely, if the ratio is less than 1, it indicates that the product is underperforming in that region relative to its potential within the market segment.

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The third header of the table is named "Total Cycle" and is divided into:

• Volumes

• Value

• DOT

• Geo Share

• Quarterly and yearly growth

Total Cycle columns

The Volumes column aggregates the volumes of SKUs within the bricks assigned to the representative.

The Value column represents the total monetary worth derived from the volumes of an SKU assigned to the Rep, multiplied by the predetermined price set in the configuration. It mirrors the revenue generated or anticipated from the sales volumes for a Rep.

$$\text{Value} = \text{Volumes} \times \text{Price (set in configuration)}$$

If the prices are different per month:

$$\text{Adjusted Value} = \frac{\text{SKU National Value}}{\text{Total Volumes}} \times \text{Rep Target}$$

Geo Share typically refers to the proportion of target sales of a certain Rep within a specific geographic area, relative to the national target. It provides insight into how well a Rep is performing in a particular geographic area compared to the national target:

$$\text{Geo Share} = \frac{\text{Rep Target}}{\text{National Target}}$$

The Adjusted growth header is divided into 2 main parts:

• Quarterly growth is calculated as a comparison between the current cycle's rep target and the sales from the previous months based on the duration of the current cycle;

• Yearly growth is calculated as a comparison between the current cycle's rep target and sales from the same months of the previous year.

Quarterly and yearly growth can be calculated using volumes, value, and DOT. The same formulas are applied uniformly across all three measurements:

$$\text{Quarterly Growth} = \text{Total Volumes} - \text{Total Volumes of Previous Quarter}$$

$$\text{Yearly Growth} = \text{Total Volumes} - \text{Total Volumes of Same Period of Previous Year}$$

where:

• $\text{Total Volumes}$ represents the total volumes for each Rep for the current cycle in the current year;

• $\text {Total Volumes of Previous Quarter}$ represents the total volumes for each Rep for the quarter immediately preceding the current cycle;

• $\text{Total Volumes of Same Period of Previous Year}$ represents the total volumes for each Rep for the equivalent months in the previous year.

Quarterly and Yearly growth are always calculated based on the cycle length.