Key Performance Indicators
The definitions and calculations of key metrics used in the Trade Promotion Effectiveness Analytics.
Required Editions
| Available with Consumer Goods Cloud Trade Promotion Management for an additional cost in: Enterprise, Performance, and Unlimited Editions |
This table lists the key metrics and their calculations.
| METRIC | DESCRIPTION | CALCULATIONS | DASHBOARD |
|---|---|---|---|
| APTargetVolume(Target Volume) | Revenue that a sales team expects to generate within a specific period, such as a month or a quarter. | Deduct the actual revenue from the revenue goal set for the specific period. | Volume Analysis |
| RTRAPPlanTotalVolume(Planned Total Volume) | Total revenue expected from all deals in a sales team's pipeline. | Sum of the forecasted revenue expected from all deals in the sales team's pipeline. | Volume Analysis |
| APActualizedTotalVolume(Actual Total Volume) | Actual revenue generated from all deals closed during a specific period. | Sum of the actual revenue generated from all closed deals during the specific period. | Volume Analysis, Assortment Analysis |
| APActualTotalPromoSpend(Actual Total Promo Spend) | Actual amount spent on promotions and advertising during a specific period. | Sum of the actual spend on promotions and advertising during the specific period. | Volume Analysis, Assortment Analysis |
| APActualGrossRevResult(Actual Gross Revenue) | Actual revenue generated from sales before any deductions such as discounts and returns. | Sum of the actual revenue generated from sales before any deductions such as discounts and returns. | Volume Analysis, Assortment Analysis |
| APActualNetRevenue(Actual Net Revenue) | Actual revenue generated from sales after all deductions such as discounts and returns. | Sum of the actual revenue generated from sales after all deductions such as discounts and returns. | Volume Analysis |
| APActualGrossProfit(Actual Gross Profit) | Actual profit generated from sales before any deductions such as operating expenses and taxes. | Sum of the actual profit generated from sales before any deductions such as operating expenses and taxes. | Volume Analysis |
| Planned Profit Margin % | Percentage of planned gross profit with respect to planned net revenue. | (Planned gross profit / Planned net revenue) x 100 | Volume Analysis |
| Actual Profit Margin % | Percentage of actual gross profit with respect to actual net revenue. | (Actual gross profit / Actual gross revenue) x 100 | Volume Analysis |
| Planned Promotion ROI % | Percentage of planned return on investment with respect to promotional spend. | (Planned gross profit from promotions / Planned total promotion spend) x 100 | Volume Analysis |
| Actual Promotion ROI % | Percentage of actual return on investment with respect to promotional spend. | (Actual gross profit from promotions / Actual total promotion spend) x 100 | Volume Analysis |
| PY Volume | Total revenue generated in the previous year. | Sum of the total revenue generated in the previous year. | Volume Analysis |
| Planned Net Revenue | Forecasted revenue after all deductions such as discounts and returns. | Sum of the forecasted revenue after all deductions such as discounts and returns. | Volume Analysis |
| Planned Gross Revenue | Forecasted revenue before any deductions such as discounts and returns. | Sum of the forecasted revenue before any deductions such as discounts and returns. | Volume Analysis, Assortment Analysis |
| Planned Total Promo Spend | Forecasted amount to be spent on promotions and advertising. | Sum of the forecasted amount to be spent on promotions and advertising. | Volume Analysis, Assortment Analysis |
| Target Revenue | Revenue goal that is set for a specific time period. | Revenue goal set for a specific period. | Assortment Analysis |
| Target Volume | Amount of revenue expected to be generated in a specific time period. | Amount of revenue expected to be generated in a specific time period. | Assortment Analysis |
| Planned Total Volume | Total revenue expected to be generated in a specific time period. | Total revenue expected to be generated in a specific time period. | Assortment Analysis |
| Planned Incr. Gross Revenue | Expected increase in gross revenue for a specific period based on planned activities. | Expected increase in gross revenue based on planned activities such as product launches, price increases, and expansion into new markets. | Volume Analysis |
| Planned Non-Promo Spend | Estimated non-promotional expenses that a company intends to incur during a specific period. | Non-promotional expenses that a company plans to incur during a specific period, such as salaries, rent, and other operating expenses. | Volume Analysis |
| Planned Total Promo Spend | Total expected promotional expenses for a specific period. | Total promotional expenses that a company plans to incur during a specific period, such as advertising, discounts, and sales promotions. | Volume Analysis |
| LE Total Volume | Number of products or services sold during a specific period. | Sum of the number of products or services sold by a company during a specific period. | Volume Analysis |
| LE Incr. Gross Revenue | Actual increase in gross revenue for a specific period compared to the previous period. | Current gross revenue - Previous period gross revenue | Volume Analysis |
| Planned Gross Profit | Estimated gross profit a company intends to generate during a specific period. | Total revenue a company expects to generate during a specific period - estimated cost of goods sold. | Volume Analysis |
| LE Gross Revenue | Actual total revenue generated by a company during a specific period. | Total revenue generated by a company during a specific period. | Volume Analysis |
| LE Non-Promo Spend | Actual expenses incurred by a company on non-promotional activities during a specific period. | Sum of the actual expenses incurred by a company on non-promotional activities during a specific period, such as research and development and capital expenditures. | Volume Analysis |
| LE Total Promo Spend | Total amount spent by a company on promotional activities during a specific period. | Sum of the actual amount spent by a company on promotional activities during a specific period. | Volume Analysis |
| LE Profit Margin % | Percentage of revenue that remains as profit after accounting for all expenses. | (LE Gross Profit/LE Gross Revenue) * 100 | Volume Analysis |
| LE Net Revenue | Actual revenue generated by a company after deducting all expenses during a specific period. | Total revenue from closed won opportunities - Any associated costs or discounts. | Volume Analysis |
| LE Gross Profit | Actual profit generated by a company after deducting the cost of goods sold during a specific period. | Total revenue from closed won opportunities - Cost of goods sold associated with those opportunities. | Volume Analysis |
| Actual Incr. Gross Revenue | Actual increase in gross revenue for a specific period compared to the previous period. | Current period's gross revenue - Previous periods’s gross revenue | Volume Analysis |
| Planned ROI % | Expected return on investment for a specific period based on planned activities. | (Planned gross revenue / Planned total promo spend) * 100 | Volume Analysis |
| LE ROI % | Actual return on investment generated by a company during a specific period. | (LE Incr. gross revenue / LE total promo spend) * 100 | Volume Analysis |
| Actual ROI % | Actual return on investment generated by a company during a specific period compared to the expected return. | (Actual Incr. gross revenue/LE total promo spend) * 100 | Volume Analysis |
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