Metrics
Sales KPIs for salespeople: why total sales are not always enough
Total sales, categories, target attainment and bonuses: how to build commercial KPIs around what the company actually wants to drive.
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Two salespeople can each sell $850,000 and still have very different performance.
Why? Because the company may care not only about how much was sold, but what was sold, against which target and how the result participates in compensation.
Total sales are one layer
Total volume is useful, but it can hide whether strategic categories are advancing.
Categories can have their own indicators
An item can belong to a line and a group. A KPI can decide which products participate in a specific category result. That makes it possible to see, for the same salesperson, 108% overall, 94% in one group and 127% in another.
Targets make results comparable
Different salespeople can have different goals. Converting progress into a percentage preserves the individual target while allowing comparison.
The bonus is another business rule
If 100% activates a base bonus and performance above that point keeps increasing compensation, the system should apply the same rule the company actually uses.
The value of Metrify metrics is not another chart. It is moving the calculation that really directs the team out of a separate spreadsheet and into the operational system.
Keep reading
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Sales targets and bonuses: keep the real calculation out of a separate spreadsheet
Targets by salesperson, category attainment and bonuses above 100% can be modeled inside the ERP so the result follows the company’s real rules.
Credit & receivables
Collections and receivables KPIs: selling a lot does not mean collecting well
Receivables, overdue balances, aging and recovery complement sales KPIs so growth can be evaluated by how much money actually comes back.