Worksheet · KPIs and Incentives Health Check
Put the evidence beside each target
Last year plus a percentage treats a shrinking market and a growing one the same. This sheet writes the evidence under each target on the same page as the number. It builds the Competent step of the check:
Each target rests on written evidence (capacity, the pipeline, the market's growth, what the best unit already achieves), and the evidence is on the same page as the target.
The target page
| Measure and unit | Last year | Baseline used (history or forecast) | Evidence | Already in plans | New | Target |
|---|---|---|---|---|---|---|
| e.g. Sales, south region | $18.0m | Last year | Market growing 3%; weighted pipeline $2.1m; best region grew 7% | $18.5m | $0.6m from two new accounts | $19.1m |
Evidence can be capacity, the weighted pipeline, the market's growth, or what the best unit already achieves.
Keep what is already in plans apart from what is new, or the same gain is counted twice.
Where the only evidence is last year plus a percentage, write that down and set that target last.
Done when: every target has its evidence written on the same page, with the baseline named.
Adapted from our own benefits-tracking training (PSP, 2013).
From the KPIs and Incentives Health Check. Your report links the sheet for each of its moves.