Executive scorecard
The single page reviewed monthly by the ExCom. Everything beyond this page is diagnostic depth, not the monthly agenda.
Gross Margin %
RedSales Director · Monthly
Agreed band
- Green
- ≥ budget
- Amber
- -1 to -0.1 pt
- Red
- < -1 pt
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Pricing and mix action plan, with a defined list of accounts to reprice or de-prioritise.
ASP vs Prior Year
RedPricing · Monthly
Agreed band
- Green
- ≥ +2%
- Amber
- 0 to +2%
- Red
- negative
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Price increase campaign scoped, with escalation authority moved up one level.
Critical Talent Coverage
RedHR / Sales VP · Quarterly
Agreed band
- Green
- 100% covered
- Amber
- 1 gap
- Red
- ≥2 gaps
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Named succession action per uncovered role within 60 days, documented and reviewed by the ExCom.
Revenue vs Budget
AmberSales Director · Monthly
Agreed band
- Green
- ≥100%
- Amber
- 95–99%
- Red
- <95%
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Sales Director presents the gap by account and the recovery actions already launched.
Mix Improvement
AmberGlobal Marketing · Monthly
Agreed band
- Green
- ≥ +1 pt YoY
- Amber
- 0 to +1 pt
- Red
- negative
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Review strategic-product share by account and the reasons for the shortfall.
Pipeline Coverage
AmberSales Director · Monthly
Agreed band
- Green
- ≥3.0x
- Amber
- 2.0–3.0x
- Red
- <2.0x
Threshold version 2 · From 2026-04 · Victor Aumont (CEO)
Pre-agreed action: Sales Director confirms whether the shortfall is prospecting volume or opportunity quality.
Win Rate
AmberSales Director · Quarterly
Agreed band
- Green
- ≥35%
- Amber
- 25–35%
- Red
- <25%
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Compare with the zone median and review recent losses with the rep.
Top-5 Account Penetration
Not measurableSales Director · Quarterly
No history — this KPI has never been measured.
Agreed band
- Green
- ≥40%
- Amber
- 20–40%
- Red
- <20%
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Rep substantiates the estimate with customer-side evidence, not a declared percentage.
Price Increase Stickiness
Not measurablePricing · Quarterly
No history — this KPI has never been measured.
Agreed band
- Green
- ≥75% retained
- Amber
- 50–75%
- Red
- <50%
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Identify where the increase was eroded and by whom.
Forecast Accuracy
Not measurableComm. Excellence · Monthly
No history — this KPI has never been measured.
Agreed band
- Green
- ±5%
- Amber
- ±5–10%
- Red
- >±10%
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Review the largest forecast misses and their cause; adjust the forecasting method, not the target.
2 indicators inside bandStrategic Product Growth · On-Time-In-Full Service Level
Strategic Product Growth
GreenGlobal Marketing · Monthly
Agreed band
- Green
- ≥ +15%
- Amber
- 0 to +15%
- Red
- negative
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Review qualification pipeline for strategic products by account.
On-Time-In-Full Service Level
GreenSupply Chain · Monthly
Agreed band
- Green
- ≥97%
- Amber
- 93–97%
- Red
- <93%
Threshold version 1 · From 2025-01 · Victor Aumont (CEO)
Pre-agreed action: Supply chain presents root cause by product family and region.