Recommended report timeframes are monthly, weekly, even daily. Some reps prefer a continuous on screen Plan to Actual display so they always know where they are and can adjust sales activity accordingly. Below Plan achievement for January, February, March, September and December show a possible need to refine by-month Plans. But, first and last quarter results may indicate something else. The sales rep's assigned accounts may include cyclical users with low need during these quarters.
Analysis is recommended to identify by-account products and services sales.
Contact activity also deserves investigation, i.e., who is contacted, with what frequency, about what, during what timeframes. This analysis may prove sales rep activity does not vary as it should. A pattern may prove the rep needs to lower contact frequency on some accounts and focus efforts on other accounts. Sales reps need actual percents vs. generalizations which can be far off the mark. Our example shows a 12 months summary.