KPI set
Separate for SR, TSO and manager. How many KPIs and how they are weighted is decided together, not handed down.
KPI & Sales Force Excellence
A team only runs in the right direction when everyone knows which number they are measured on. Plenty of companies have KPIs — but the arithmetic differs from person to person, so month-end turns into an argument instead of a decision.
Who it is for
- Teams that have outgrown being run by word of mouth
- Companies where the incentive calculation is questioned every month
- Anyone who wants to measure SRs on quality of work, not sales alone
What you get
Scorecard
Everyone's monthly score on one page, so each person can see where they stand without asking.
Incentive calculation
The rule is written down and the arithmetic is automatic. The same inputs always give the same answer.
Reporting workflow
Who sends what, when, and where it lands — so the data does not quietly stop arriving.
What I need from you
- Whatever KPI or target rules you have today
- The list of roles and who is responsible for what
- Your current incentive rules, if any
- A few months of sales and activity data
How long it takes
Usually three to four weeks: understanding the current rules, then a draft, then finalising it with your team.
Common questions
We already have KPIs.
Then there is nothing to invent. Making what exists unambiguous, putting the arithmetic in one place and getting the same number to everyone may be the whole job.
How many KPIs should there be?
More than four to six per role and the team stops remembering them. Fewer KPIs measuring the right thing works better.
Will the team accept it?
Most objections disappear once the rule is understandable and the arithmetic is consistent. That is why showing the draft to the team is never skipped.
Shall we look at your data together?
The first 30 minutes are free, with no conditions. I will look at your current reports and tell you what is possible.
Book a free 30-minute call