Monthly review

Only amber and red appear here. Green is folded away — that is how review time is protected, not a failure to recognise effort.

Agenda for Group

items need a decision · Aug 2026

Green is not discussed

indicators inside band

Not measurable

indicators cannot be measured yet

Data debt

3/12

of the twelve decision KPIs cannot be measured today

Review agendaRed first, then amber, then what cannot be measured.

01
Gross Margin %
RedOn the executive page
Financial Performance · Sales Director · Aug 2026
-1.4 pt
Agreed band: < -1 pt → ≥ budget
Pre-agreed actionPricing and mix action plan, with a defined list of accounts to reprice or de-prioritise.
Gap project open: In progress · Due 2026-11-30 Cascade
02
ASP vs Prior Year
RedOn the executive page
Pricing Excellence · Pricing · Aug 2026
-0.8%
Agreed band: negative → ≥ +2%
Pre-agreed actionPrice increase campaign scoped, with escalation authority moved up one level.
Open gap project CascadeRed with no project and no waiver
03
Critical Talent Coverage
RedOn the executive page
People & Organization · HR / Sales VP · 2026 Q3
2
Agreed band: ≥2 gaps → 100% covered
Pre-agreed actionNamed succession action per uncovered role within 60 days, documented and reviewed by the ExCom.
Gap project open: Open · Due 2026-09-30 Cascade
04
Critical Talent & Succession Coverage
Red
Equity Story · HR / Sales VP · 2026 Q3
2
Agreed band: ≥2 gaps → 100% covered
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Open gap project CascadeRed with no project and no waiver
05
Revenue vs Budget
AmberOn the executive page
Financial Performance · Sales Director · Aug 2026
96.4%
Agreed band: 95–99% → ≥100%
Pre-agreed questionSales Director presents the gap by account and the recovery actions already launched.
Cascade
06
Mix Improvement
AmberOn the executive page
Financial Performance · Global Marketing · Aug 2026
+0.4 pt
Agreed band: 0 to +1 pt → ≥ +1 pt YoY
Pre-agreed questionReview strategic-product share by account and the reasons for the shortfall.
Cascade
07
Pipeline Coverage
AmberOn the executive page
Commercial Excellence · Sales Director · Aug 2026
2.4x
Agreed band: 2.0–3.0x → ≥3.0x
Pre-agreed questionSales Director confirms whether the shortfall is prospecting volume or opportunity quality.
Cascade
08
Win Rate
AmberOn the executive page
Commercial Excellence · Sales Director · 2026 Q3
31.0%
Agreed band: 25–35% → ≥35%
Pre-agreed questionCompare with the zone median and review recent losses with the rep.
Cascade
09
DSO
Amber
Financial Performance · Finance / Sales Dir. · Aug 2026
9 d
Agreed band: +1 to +15 days → ≤ target
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade
10
Price Exception Rate
Amber
Pricing Excellence · Sales Director · Aug 2026
19.0%
Agreed band: 10–25% → ≤10%
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade
11
Price Approval Challenge Rate
Amber
Pricing Excellence · Sales Director · Aug 2026
17.0%
Agreed band: 10–20% → ≥20% challenged
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade
12
Customer Retention
Amber
Customer · Sales Director · 2026 Q3
93.5%
Agreed band: 90–95% → ≥95% of value
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade
13
Strategic Project Completion
Amber
Transformation · Comm. Excellence · Aug 2026
1
Agreed band: 1 milestone late → ≥ milestone plan
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade
14
Pipeline Coverage (consolidated)
Amber
Equity Story · Sales VP · 2026 Q3
2.4x
Agreed band: 2.0–3.0x → ≥3.0x
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade
15
DSO and Inventory Cover
Amber
Equity Story · Finance · 2026 Q3
9 d
Agreed band: +1 to +15 days → ≤ target
No pre-agreed action recorded. A KPI with no agreed response is a report, not a control.
Cascade

11 indicators cannot be measured yetShowing

KPI	Family	Source	Owner
Top-5 Account Penetration	Profitable Growth	To buildDeclarative + data triangulation	Sales Director
Price Increase Stickiness	Pricing Excellence	To buildSAP price history	Pricing
Forecast Accuracy	Commercial Excellence	To buildSalesforce + S&OP	Comm. Excellence
Customer Profitability Tiering	Profitable Growth	To buildSAP + segmentation	Sales Director
Portfolio Qualification	Customer	To buildSAP + segmentation	Sales Director
Executive Customer Visits	Customer	To buildManual log	Sales VP / ExCom
Sales Cycle Length	Commercial Excellence	To buildSalesforce	Comm. Excellence
Technology Lead Time	Market Leadership	To buildLaunch tracking	Global Marketing / R&D
Succession Coverage	People & Organization	AvailableTalent review	HR / Sales VP
Forecast Accuracy (rolling 8 quarters)	Equity Story	To buildS&OP history	Comm. Excellence
Commercial Maturity Level	Equity Story	To buildSelf-assessment vs playbook	Sales VP

14 indicators inside bandGreen is not discussed

KPI	Actual	Agreed band	Owner
Strategic Product Growth	+18.2%	≥ +15%	Global Marketing
On-Time-In-Full Service Level	97.9%	≥97%	Supply Chain
Revenue Growth YoY	+1.8 pt	≥ budget growth	Sales Director
Gross Margin €	+4.0%	≥ budget	Sales Director
ASP vs Budget	+1.6%	≥ budget	Pricing
Volume	103.0%	≥ budget	Sales Director
Organic Growth	+1.0 pt	≥ budget	Sales Director
Price Increase Achievement	93.0%	≥90%	Pricing
New Customers	115.0%	≥ target	Sales Director
Competitive Losses	-15.0%	≤ target	Global Marketing
Sales Productivity per Rep	+7.1%	within ±25% of zone median	Sales Director
Employee Retention	99.5%	≥90%	HR
Salesforce Adoption	101.5%	100%	Comm. Excellence
Published Service Level	97.9%	≥97% and above market	Supply Chain

Gross Margin %

ASP vs Prior Year

Critical Talent Coverage

Critical Talent & Succession Coverage

Revenue vs Budget

Mix Improvement

Pipeline Coverage

Win Rate

DSO

Price Exception Rate

Price Approval Challenge Rate

Customer Retention

Strategic Project Completion

Pipeline Coverage (consolidated)

DSO and Inventory Cover