Growth versus National KPI Description
Growth versus National KPI is a metric that compares the sales evolution at local (individual) level compared to sales evolution at national level.
This KPI is a great way to measure an individual’s sales performance compared to the average (national).
Formula:
$$
\text{Growth versus National} = \frac{\frac{\Delta \text{Individual Sales}}{\text{Previous Individual Sales}}}{\frac{\Delta \text{National Sales}}{\text{Previous National Sales}}}
$$
Configurable Parameters:
- Brand: Select from a list of available products or brands to track sales performance.
- Measurement: Choose the unit of measurement, such as units sold, revenue, or volume, to align market sales calculations with the relevant metric.
- Level: Choose from different levels of reporting:
- Rep: Sales vs. target at the individual sales representative level.
- Manager: Sales vs. target aggregated by team or manager.
- National: Sales vs. target calculated at the national or organizational level.
- Target Period: Define the start and end dates for the target calculation period to focus on specific time frames, such as monthly, quarterly, or annually.
- Allocation: Select the brick-to-territory allocation method to apply when calculating the target value (current), allowing analysis based on specific geographic or assigned territories.
- Reference Period: Define the start and end dates for the reference calculation period to focus on specific time frames, such as monthly, quarterly, or annually.
- Reference Allocation: Select the brick-to-territory allocation method to apply when calculating the reference value (previous), allowing analysis based on specific geographic or assigned territories.
- Data Source: Choose the source of sales and target data, which could come from different vendors or represent different types of sales data (e.g., Sell-In, Sell-Out).
- Channel: Select the channel of sales/target values, such as in-store, online, or wholesale, to isolate performance by sales channel.