I'm being asked to calculate an index and assign a rating for our sales reps share growth vs. National numbers. I'm also being asked to factor into the index a share opportunity component. For instance, it is much easier to grow 1 share pt when your share is 20% vs. growing 1 share pt when your share is already 60%. I have absolutely no problem calculating when the share growths are both positive. For instance,
Sales Rep A grows their share from 29% to 30%
Nationally the share of the same product grows from 20% to 20.5%
My calculation is (((30%-29%)/(100%-29%))/((20.5%-20%)/(100%-20%)))*100
This gives me an index of 225.3 which tells me the rep is growing their share 2.25 times faster than national.
Where I run into problems is when there is no share growth, but instead share goes down for either the rep, national, or both.
For example
Sales Rep A share increased from 29% to 30%
National Share decreases from 20% to 19.5%
The above calculation returns -225.3 even though the rep did REALLY well
It even makes less sense when both are declining
Sales rep A share declines from 30% to 29%
National Share decreases from 20% to 18%
This calculation returns 57.1 which makes no sense to me
I have to do this for a couple of hundred sales reps.
Appreciate any thoughts.
Sales Rep A grows their share from 29% to 30%
Nationally the share of the same product grows from 20% to 20.5%
My calculation is (((30%-29%)/(100%-29%))/((20.5%-20%)/(100%-20%)))*100
This gives me an index of 225.3 which tells me the rep is growing their share 2.25 times faster than national.
Where I run into problems is when there is no share growth, but instead share goes down for either the rep, national, or both.
For example
Sales Rep A share increased from 29% to 30%
National Share decreases from 20% to 19.5%
The above calculation returns -225.3 even though the rep did REALLY well
It even makes less sense when both are declining
Sales rep A share declines from 30% to 29%
National Share decreases from 20% to 18%
This calculation returns 57.1 which makes no sense to me
I have to do this for a couple of hundred sales reps.
Appreciate any thoughts.