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Key Metrics Dashboard
The Key Metrics Dashboard provides data visualizations for key metrics in the form of bar graphs and ratios for the selected territory and its sub-territories. These metrics show key lists for the subordinate territories in relation to the currently selected territory. These visualizations can assist you in identifying and acting on key performance and staffing indicators for each territory.
Territory and Quota automatically generates the dashboard based on the territory or territory program from which it's accessed and the selected view date. You can drill down into sub-territories for additional analysis or change the target that drives the analysis when there are multiple targets in the program. You can also change the view date for precise point-in-time analysis.
You can click on any sub-territory key on the chart to toggle the metrics on and off. When toggled off, the respective key and details for that territory are not available on hover.
The following dashboard indicators are available to administrators and roll-up territory owners to help determine desired balance and ratios:
On each indicator (except Hedging / Uplift Rate), you can click the Menu icon, which enables you to print the chart, or download the chart in the following formats:
- PNG image
- JPEG image
- PDF document
- SVG vector image
Average Accounts / Rep
This dashboard indicator displays the average number of accounts per sales representative for all sub-territories within the program. If the same sales representative is assigned to multiple territories at the same time, they are counted only once. This indicator is useful in staff planning to help identify sales representatives that might be managing more accounts than ideal for optimal performance or have excess capacity, thereby indicating the potential to handle additional accounts.
This dashboard indicator displays the average number of accounts per sales representative for all sub-territories within the program. If the same sales representative is assigned to multiple territories at the same time, they are counted only once.
Average Accounts / Territory
This indicator displays the average number of accounts per territory for all sub-territories within the program. When an account is assigned to more than one sub-territory, one count for each assignment is allocated.
Similar to the Average Accounts / Rep indicator, this dashboard indicator is useful in territory planning to help identify territories that may contain more accounts than ideal for optimal performance or have excess capacity, thereby indicating the potential to be assigned additional accounts.
Average Accounts / Territory indicator displays details when you hover over the chart.
Average Quotas / Territory
This indicator displays the average of the assigned quota values by territory. This can help you identify territories with out-of-range quota values, potentially indicating a high risk in territories with excessively large quotas assigned. It can also help identify territories with low performing potential, which may be candidates for reorganization and realignment.
Average Quotas / Account
This indicator displays the average of the assigned quota values, by each account within the territory. This information can help you identify territories with out-of-range quota values, based on the number of accounts they contain. For example, you may determine high risk in territories with expectations of excessive sales for relatively few accounts and territories with potentially low-performance expectations, based on a large number of accounts.
Top-N / Bottom-N Territories
With this indicator, you can toggle between the top or bottom territories based on the overall quota assigned. This enables you to quickly identify territories with the greatest potential or risk. To toggle the report, click the Top-N or Bottom-N links in the header of the indicator. Click the links in the header to view the performance of the territories. By default, we display the top 5.
Uncovered Account List
This list presents all the accounts in the system that have not been assigned anywhere within the selected territory program. This helps to quickly identify accounts that may have been overlooked in the territory planning process.
Unassigned Account List
Similar to the Uncovered Account List, this list of accounts are those that have been assigned management responsibility within the territory program but have not yet been assigned to a sales rep indicating a potential lack in coverage.
Over Assigned Account List
This list shows all accounts that have been assigned to more than one territory and sales rep at the same time. This list is visible to all territory owners and will show only their accounts that have been assigned to multiple territories so that they can be aware of additional account relationships across the company.
Alone, each of these indicators provides limited value; however, together these metrics can be used to quickly identify and act on potential issues.