Worksheet · Sales Effectiveness Health Check
Set targets from potential and the account plans
Last year plus a percentage gives the best patch the easiest target. This sheet checks this year's targets, then builds next year's from the patch and the plans. It builds the Competent step of the check:
Targets are set from territory potential and the account plans, and each rep can see progress against them every week.
Step 1. Check this year before you set the next
| Rep or territory | Target | Actual | Made it? | Why |
|---|---|---|---|---|
If half the team missed, look at how the targets were set before you look at the reps.
Step 2. Build next year's number
| Territory | Potential | Account plan targets, summed | Rest of the book | New business expected | Proposed target | Last year plus the usual rise, for comparison |
|---|---|---|---|---|---|---|
| e.g. North | $14m | $3.8m | $0.9m | $0.6m | $5.3m | $4.6m |
Where the proposed target and the comparison differ by a lot, write down why.
Step 3. Show progress every week
| Rep | Target to date | Actual to date | Gap | Where the rep sees it |
|---|---|---|---|---|
Done when: each rep's target is built from territory potential and the account plans, and each rep sees weekly progress against it.
Adapted from our own sales-force sizing method (PSP, 2005).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.