The Sales Rep Recap report is a summary report for the individual sales rep or sales territory. In contrast to some of the other reports that are typically run on a monthly basis for a month's-worth of time, the Sales Rep Recap is intended to be run for a longer time period and draw out in summary the important sales events in that duration. Try running this report for a quarterly or semi-yearly summary of sales activity for the rep.
What you see as results are the totals for the sales rep, and a comparison of the selected sales rep vs. the average per sales rep who had sales during the same time period.
# Reps The number of sales reps with sales during the selected time period.
# Customers Total number of customers sold to.
# Sales Number of sales transactions (invoices).
# Lines Number of manufacturers whose products were sold.
Comm Rate The average commission rate for the sales rep's split of the commissions.
Sales Total sales dollars for the rep.
Commissions Totals of the sales rep's split of commissions. The sales rep's split is the portion of the commission total earned by the agency that is credited to the sales rep. If your agency does not do commission splits, does not track commissions at all, or does not assign permissions to the User running the report to see Commissions then this column will be blank.
The Sales Rep Average entry is an indicator of whether this sales rep/territory is a leader or a lagger in relation to the other sales reps in the agency. The average is calculated from the number of reps in the agency, as seen in the # Reps column. Use this as a motivational and comparative indicator or where you are and where you want to be in relation to your peers.
Top 10 Customers
This section shows the 10 customers with the highest sales totals for the selected date range. It also shows those customers' total number of sales (invoices), number of lines purchased, and average sale (invoice) amount. The sales and sales rep split of the commissions totals are also shown.
This section answers the question of who the top customers are as far as total volume of sales for the quarter, semi-yearly, or yearly time range the report is run for. It helps drawn out these top customers regardless of whether they make lots of small orders or few large purchases throughout the year.
Top 10 Products
The 10 products with the highest sales volume in the selected time range are shown. This is a total of the sales of the product across all customers that purchased it. In addition to the total sales amount for the product, the total number of unit sold (Qty) and average selling price (Price) are indicated.
This section answers the question of "What are my top products across all lines and all customers I am selling to?, as well as how many units of these top products are moving. To compare a greater number of products in the same way as this section, refer to the "Sales and Commissions Analysis" cube in Data Analysis.
If your agency does not track line item details for invoices, this section will be blank.
Top 10 Invoices
These are the 10 highest individual sales dollar invoices booked in the selected time period. This section shows who made the largest purchases (Customer) and who they made those large purchases from (Principal), as well as the sales and sales rep split commission totals.
The top 10 invoices section draws out the largest sales over the selected date range, independently of any other sales totals for the customer or manufacturer. As you run this report for a larger time range, this section will draw out those customers that make one-time, large purchases so that you can see these important contributors to the sales and commission total, even when they may not show in your top 10 customers for overall sales.
The combination of the top 10 customers and top 10 invoices shows both the overall best customers and the overall largest purchases by a customer. Which captures both those frequent recurring customers as well as the less-frequent large customers.
Pie Charts
There are 3 pie charts, one for each of the top 10 sections of the report. Pie charts help to see the sales volumes of the top 10 items in relation to each other. If one slice of the pie is much larger than the rest, it indicates that one of the items is dominating the sales totals in that particular category.
The first letter of the item is shown in the pie chart slice. They are in the order of the top 10 list, and the first letter is intended to help the eye match up the slices in the chart to the entries in the list.
Top 10 Percentages
At the base of the each top 10 list is a percentage comparison of the top 10's sales to the total sales for the rep. The expected percentage range will vary by market segment -- markets with larger numbers of customers or products will see lower larger percentage numbers for the top 10, for example. What you want to look for, in general, is the disparity between the percentages -- keeping an eye out for low top 10 percent and high total sales percent.
Here is an example of what to look for: I have 100 customers, which means the top 10 customers will be 10% of my customer base. If those 10% of my customers equal 80% of my total sales, this could indicate that I do not have enough diversity in my customers base. I.e. several large customers may have too much influence over the profitability of my territory.
The same percentage example applies for Products and Invoices as well... We don't want one product dominating our sales portfolio. Likewise, it is nice to have a continuous revenue stream, so we watch out for one-time sales that are a very high percentage of our total sales volume.
Take these example with a grain of salt, as various markets operate differently in regards to sales cycle length, number of products being sold, and the number of customers purchasing them.
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