Predefined KPIs are standardized performance measurements that come pre-configured in the CEX Incentives system. These indicators are designed to work with automated data collection processes and cannot accept manual data entry.
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The system will automatically display data for these indicators when the necessary integrations have been successfully configured and enabled.102
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10The table below presents an overview of all the predefined KPIs available in the CEX Incentives system, along with their descriptions, formulas, and parameters.
| KPI Name | Description | Formula | Variables |
|---|---|---|---|
| Sales versus Target | A comparative analysis of actual sales performance against established targets, enabling organizations to evaluate effectiveness and identify areas for improvement. | $\text{Sales vs Targets} = \frac{\text{Actual Sales}}{\text{Sales Targets}} \times 100$ | • Brand |
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • Data Source | |||
| • Channel | |||
| Market Sales | Evaluates the sales performance within a specific relevant market, offering insights into market dynamics and competitive positioning. | N/A | • Relevant Market |
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • Data Source | |||
| • Channel | |||
| Market Share | Assesses the proportion of total sales in a relevant market that is attributed to a specific brand, providing valuable insights into competitive positioning and market dynamics. | $\text{Market Share} = \left( \frac{\text{Product Sales}}{\text{Total Market Sales}} \right) \times 100$ | • Brand |
| • Relevant Market | |||
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • Data Source | |||
| • Channel | |||
| Delta Market Share | Measures the change in a brand’s market share over a specified period. It reflects the increase or decrease in the brand’s share of the market compared to a previous timeframe. | $ΔMarket Share = Current Market Share − Previous Market Share$ | • Brand |
| • Relevant Market | |||
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • eference Period | |||
| • Reference Allocation | |||
| • Data Source | |||
| • Channel | |||
| Double Delta Market Share | Measures the change in a brand’s market share over a specified period. It reflects the increase or decrease in the brand’s share of the market compared to a previous timeframe. | $ΔΔMarket Share = ΔIndividualMKS − ΔNationalMKS$ | • Brand |
| • Relevant Market | |||
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • Reference Period | |||
| • Reference Allocation | |||
| • Data Source | |||
| • Channel | |||
| Dynamic Market Share | A metric that describes the latest evolution of product sales vs market sales. Particularly useful for understanding situations where sales are driven by both existing and new customers. Essentially represents the share of market growth that the product is capturing. | $\text{Dynamic Market Share} = \frac{\Delta\text{Brand Sales}}{\Delta\text{Market Sales}} \times 100$ | • Brand |
| • Relevant Market | |||
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • Reference Period | |||
| • Reference Allocation | |||
| • Data Source | |||
| • Channel | |||
| Class Share | Measures the proportion of a specific segment or class within a broader relevant market. Provides insights into how a particular class performs in relation to the entire market landscape. | $\text{Class Share} = \left( \frac{\text{TargetRelevantMarket Sales}}{\text{ReferenceRelevantMarket Sales}} \right) \times 100$ | • Target Relevant Market |
| • Reference Relevant Market | |||
| • Measurement | |||
| • Level | |||
| • Period | |||
| • Allocation | |||
| • Data Source | |||
| • Channel | |||
| Delta Class Share | Measures the change in a class’s market share over a specified period. Reflects the increase or decrease in the class’s share of the broader market compared to a previous timeframe. | $ΔClass Share = Current Class Share − Previous Class Share$ | • Target Relevant Market |
| • Reference Relevant Market | |||
| • Measurement | |||
| • Level | |||
| • Target Period | |||
| • Allocation | |||
| • Reference Period | |||
| • Reference Allocation | |||
| • Data Source | |||
| • Channel | |||
| Achieved versus Potential | Another way to look at the performance of a Sales Territory compared to National performance. The Individual (local) Market Share is divided, not subtracted, from the National Market Share. | $\text{Achieved vs Potential} = \left( \frac{\Delta\text{IndividualMarketShare}}{\Delta\text{NationalMarketShare}} \right) \times 100$ |
| • Brand • Relevant Market • Measurement • Level • Period • Allocation • Data Source • Channel | | Growth Index | Measures the product’s sales evolution compared to market’s sales evolution. Answers the question: Is my product’s sales growing/declining faster or slower than the market’s? | $\text{Growth Index} = 1+\left(\left( \frac{\text{IndividualCurrentSales}}{\text{IndividualPreviousSales}} - 1 \right) - \left( \frac{\text{MarketCurrentSales}}{\text{MarketPreviousSales}} - 1 \right)\right)$ | • Brand • Relevant Market • Measurement • Level • Period • Allocation • Reference Period • Reference Allocation • Data Source • Channel | | Growth versus National | Compares the sales evolution at local (individual) level to sales evolution at national level. A great way to measure an individual’s sales performance compared to the average (national). | $\text{Growth versus National} = \frac{\frac{\Delta \text{Individual Sales}}{\text{Previous Individual Sales}}}{\frac{\Delta \text{National Sales}}{\text{Previous National Sales}}}$ | • Brand • Measurement • Level • Target Period • Allocation • Reference Period • Reference Allocation • Data Source • Channel | | Evolution Index | Similar to Growth Index, measures a product’s sales evolution relative to the market’s sales evolution. A value higher than 1 indicates the brand is growing faster than the market average. | $\text{Evolution Index} = \frac{\frac{\text{IndividualCurrentSales}}{\text{IndividualPreviousSales}}}{\frac{\text{MarketCurrentSales}}{\text{MarketPreviousSales}}}$ | • Brand • Relevant Market • Measurement • Level • Target Period • Allocation • Reference Period • Reference Allocation • Data Source • Channel | | TCFA | Measures the extent to which a sales representative or team meets predefined targets for customer interactions or calls within a specified period. | N/A | • Allocation | | Previous Bonus | Quantifies the bonus achievements of an individual employee during previous evaluation cycles. Essential for understanding historical performance and providing context for current bonus eligibility. | N/A | • Cycle • Teams | | Early Leave | Measures whether an individual employee has departed from their position before the conclusion of a designated evaluation cycle. | N/A | • Cycle • Time Period | | Late Start | Measures whether an individual employee began their role after the commencement of a designated evaluation cycle. | N/A | • Cycle • Time Period | | Working Days | Quantifies the total number of days designated as working days within a specific cycle or time period. | N/A | • Cycle • Working Days Type | | Days Since Joining | Calculates the total number of days an individual employee has been with the company since their start date. | N/A | • Date |
To access the list of Predefined KPIs, follow these steps:
Accessing the list of Predefined KPIs
In the list of Predefined KPIs, for each one, we can see the following:
List of Predefined KPIs
To make it easier to find a specific KPI, you can use the Filters section located above the KPIs table. For Predefined KPIs, you can filter by name and/or variables (multi-select). After selecting your filters, click the ‘Apply’ button to apply the filtering, and you can use the ‘Reset’ button to remove all filters and see the complete list of KPIs.
Filters section