Sales Person Target Variance Based On Item Group
Overview
Sales Person Target Variance Based On Item Group
Module: Selling
Report Type: Management / Performance Analysis Report
Primary Business Document: Sales Orders
1. What Business Information This Report Provides
This report shows how each Sales Person is performing against their assigned sales targets, broken down by Item Group. It compares planned targets with actual sales achieved and highlights the variance (gap or surplus).
From a business perspective, it answers key questions such as: - Are sales teams meeting their targets overall? - Which product categories are driving or missing sales goals? - Which Sales Persons are overperforming or underperforming by item group?
This report connects sales strategy (targets) with real sales execution (orders).
2. When and Why to Use This Report
When to Use
- During monthly, quarterly, or yearly sales reviews
- While monitoring ongoing sales performance
- Before revising sales targets or incentives
- During product category performance analysis
Why to Use
- To ensure sales efforts are aligned with business goals
- To identify gaps between expected and actual sales
- To focus management attention on underperforming areas
- To reward or coach Sales Persons based on data, not assumptions
3. Key Columns and Their Business Meaning
Sales Person
Identifies the individual responsible for generating sales.
Used to evaluate individual accountability and performance.
Item Group
Represents the product category (for example: Electronics, Furniture, Services).
Helps understand which product lines are performing well or poorly.
Target Amount / Target Quantity
The planned sales goal assigned to the Sales Person for that Item Group.
Reflects management’s expectations and sales planning.
Actual Sales Amount / Actual Quantity
The real sales achieved based on confirmed Sales Orders.
Shows what has actually been sold in the selected period.
Variance
The difference between Target and Actual Sales. - Positive variance: Target exceeded - Negative variance: Target missed
This is the most important indicator of performance success or risk.
Variance Percentage (if available)
Shows how much the target was achieved or missed in percentage terms.
Useful for comparing performance across Sales Persons or Item Groups of different sizes.
4. Available Filters and Their Business Purpose
Company
Used when managing multiple business entities.
Ensures performance is reviewed for the correct organization.
Date Range (From Date / To Date)
Defines the performance period (monthly, quarterly, yearly).
Aligns the report with target periods and review cycles.
Sales Person
Focuses analysis on a specific individual or team.
Helpful for one-on-one performance discussions.
Item Group
Allows management to review specific product categories.
Useful when launching new products or addressing weak categories.
Territory (if available)
Analyzes performance by geographic or market area.
Supports regional sales strategy decisions.
5. How to Interpret the Results for Business Decisions
High Positive Variance
- Sales Person is exceeding expectations
- Product group has strong market demand
- Opportunity to increase targets or expand focus
- Basis for incentives or recognition
Slight Negative Variance
- Minor performance gap
- May require short-term support, promotions, or follow-up leads
Large Negative Variance
- Indicates sales challenges or unrealistic targets
- May signal pricing issues, product demand problems, or skill gaps
- Requires management intervention, training, or target revision
Consistent Variance Across Item Groups
- Suggests overall Sales Person performance issue or strength
- Useful for role re-alignment or territory adjustments
6. Common Use Cases and Scenarios
Sales Performance Review Meetings
Managers use this report to discuss results with Sales Persons using clear data.
Target Planning and Revision
Helps management adjust future targets based on historical performance.
Product Strategy Evaluation
Identifies which item groups are struggling or performing well in the market.
Incentive and Commission Decisions
Supports fair and transparent incentive calculations tied to target achievement.
Coaching and Training Needs
Highlights where Sales Persons need product knowledge or sales skills improvement.
7. Business Value Summary
The Sales Person Target Variance Based On Item Group report helps Dafater users: - Track sales performance against planned goals - Identify strengths and weaknesses by product category - Make informed decisions on targets, incentives, and sales strategy - Align sales execution with business growth objectives
It is an essential tool for turning sales data into actionable business insights.
Report Information
- Module: Selling
- Related DocType: Sales Order
- Report Type: Script Report
- Standard: Yes