Sales Target vs Achievement (Excel)
Set a target for every salesperson for each month of the year, record sales as they happen, and the scorecard shows who is ahead and who needs help: this month's target and sales, year-to-date target and sales, achievement percent, the gap still to cover and a rank. Choose any report month and the whole scorecard moves to that month.
Free · no sign-up · opens in Microsoft Excel, Google Sheets, LibreOffice and WPS Office. Files contain no macros.
Preview
Real view of the file with its sample data (yellow cells are where you type).
| Salesperson | Region | Month target | Month sales | Month % | YTD target | YTD sales | YTD % | Gap to YTD target | Rank | Status |
| Anita | North | 4,80,000 | 3,79,800 | 79% | 36,00,000 | 32,49,500 | 90% | 3,50,500 | 2 | Close |
| Karan | West | 6,00,000 | 4,48,500 | 75% | 44,90,000 | 36,68,000 | 82% | 8,22,000 | 4 | Close |
| Divya | South | 4,20,000 | 4,13,000 | 98% | 31,60,000 | 30,58,400 | 97% | 1,01,600 | 1 | Close |
| Rohit | East | 3,60,000 | 2,18,600 | 61% | 27,10,000 | 16,81,300 | 62% | 10,28,700 | 6 | Behind |
| Sara | Online | 3,00,000 | 1,92,200 | 64% | 22,50,000 | 17,51,500 | 78% | 4,98,500 | 5 | Behind |
| Imran | Middle East | 5,40,000 | 4,78,600 | 89% | 40,50,000 | 35,30,400 | 87% | 5,19,600 | 3 | Close |
What's inside
- Setup sheet: company name, currency symbol, the first month of your sales year (April, January or any other) and the report month
- Targets sheet: 12 monthly targets for up to 30 salespeople, with region and yearly total
- Sales sheet with 2,000 rows: date, salesperson, customer, invoice or order number, product and amount
- Achievement sheet: actual sales per salesperson per month, calculated from the Sales sheet
- Scorecard: month target, month sales and percent; year-to-date target, sales, percent and gap; rank and a status (Achieved, Close, Behind) in colour, plus a team total
- Chart of year-to-date target against sales for each salesperson
How to use it
- On the Setup sheet type your company name and currency symbol, then the first day of your sales year (for example 01-Apr-2026 for an April to March year, or 01-Jan-2026).
- On the Targets sheet replace the sample names and type each person's target for every month. Months that need no target can be 0.
- Record each sale on the Sales sheet: date, salesperson (from the list), customer, bill number, product and amount before tax. You can also paste a month's sales from your billing software.
- Type the report month on the Setup sheet (any date in that month). The Scorecard shows that month and the year to date up to it.
- Print the Scorecard or save it as PDF for the monthly sales meeting.
Tips
- Decide once whether targets and sales are counted before or after tax and returns, and stick to it; mixing them makes the percentages meaningless.
- Enter credit notes and returns as negative amounts on the Sales sheet so achievement reflects real sales.
- Ranks use the year-to-date percent, not the amount, so a new salesperson with a smaller target can still rank first.
- For a team target, add a row named "Team" on the Targets sheet only if you also record its sales under that name; the Scorecard already adds every person into a team total.
Questions and answers
How is achievement percent calculated?
Sales divided by target for the same period. If the target is 0 the percent is left blank instead of showing an error.
What do Achieved, Close and Behind mean?
Achieved is 100 percent or more of the year-to-date target, Close is 80 to 99 percent, and Behind is below 80 percent. Change the 80 percent level on the Setup sheet if your company uses another rule.
My year starts in April. Will the months line up?
Yes. Whatever first month you type on the Setup sheet becomes month 1 and the 12 target columns follow from it.
Can I use it for collections or for product targets?
Yes. Rename "Salesperson" to a product or region and record collections or product sales instead; the formulas work the same way.