One quota per salesperson per four-month cycle. The focus report is a running cycle total, so pace is that total against a quarter of the quota in month 1, half in month 2, three quarters in month 3 and all of it in month 4. A new cycle needs its quotas typed in before the pace can be worked out.

There is no report for this one — it is what the DSMs send you. Pick the month, type what each of them reported, and save. Leave a box empty for anyone who didn’t report; a 0 means they reported none.

The Efficiency sheet divides sales by headcount and measures it against the $50,000 goal, so this is the figure it uses. Halves are fine — a part-timer counts as 0.5. Leave it empty and that store shows no efficiency figure rather than a wrong one.

Taken off both years on the Overtime sheet before the two are compared. One standing figure per store rather than a monthly one — change it here and every month changes with it.