Staff sales performance and target tracker

What the staff sales performance and target tracker does

Targets help only when results are visible. Enter each salesperson's hours worked, sales and target for the period, and the tracker works out the sales per hour, the share of the target reached, the status and the rank, with the total sales and the average sales per hour at the top, so you can reward good results and coach the rest.

Who it is for

Sales managers, shop owners and team leaders who set and review sales targets for staff.

How to use the workbook

1. List each salesperson with their target for the period.
2. Enter the hours they worked and their sales.
3. Read the sales per hour and the share of target.
4. Use the rank and status to plan coaching and rewards.
5. Save a copy under a new name for each month or year, so earlier records stay as they were.

What is inside

• Hours, sales and target for each salesperson
• Sales per hour
• Share of target reached and status
• Rank by sales
• Summary by status with a chart

The workbook has these sheets: Instructions, Team, By status. The main table has the columns Salesperson; Hours worked; Sales; Target; Sales per hour; Share of target; Status; Rank. Yellow cells are for you to fill in and grey cells calculate by themselves, so leave the grey cells alone. The example rows show how it works; type over them with your own entries.

Tips for getting it right

• Set targets that people think are fair.
• Compare people in similar roles and areas.
• Share results regularly, not only at year end.
• Look at customer satisfaction as well as sales.

Why keep this record

Running a business on memory works until it grows. Writing the numbers down turns opinions into facts you can compare month to month, and shows early which products, customers or costs deserve attention. Even a simple workbook, used every week, usually beats a sophisticated one that is opened once a year.

Questions people ask

Do I need to know Excel formulas? No. Type into the yellow cells and the rest is worked out for you. The formulas are visible if you want to see how a figure is reached.

Can I add rows or change the layout? You can add your own columns to the right and your own notes. If you insert rows inside a table, copy the grey formula cells down so the new rows calculate too.

Will it work on my phone or in Google Sheets? Yes for viewing and typing, but dropdown lists and the charts look best in desktop Excel or LibreOffice.

Keeping it safe and up to date

A plan is only as good as the numbers you put in. Start with honest estimates, update the workbook as real figures arrive, and compare the two so your next estimate is better. Save a dated copy each month so you can see how your thinking changed.

Read how to build a cash flow forecast for the wider picture. See more business templates or ask us for a custom one.

The workbook works in Microsoft Excel, LibreOffice and Google Sheets. It is a tool to help you work out and record figures, not tax, legal or accounting advice, and it is not affiliated with the Kenya Revenue Authority. If something does not work as described, contact us and we will put it right.

Related guides, calculators and templates

• Guide: How to build a 12-month cash flow forecast for a small business
• Guide: How to price your products and services: markup, margin and break-even
• Guide: Turnover tax for small businesses in Kenya: rate, limits and when to use it
• Another template: 12-month cash flow forecast
• Another template: Annual operating budget by department
• Another template: Break-even and pricing calculator

Need something different? Request a custom template, browse all guides or see every Excel template.