Is It HR's Job to Track Sales Targets? Seeking Advice on Clarifying Roles

HR's Role in Sales Target Management

Kindly guide me if HR needs to keep track of all sales targets. In my understanding, sales targets are typically defined among the sales team, and monthly Key Result Areas (KRAs) are to be filled out by the individual and their Head of Department (HOD). HR's role is to facilitate the process and analyze the same, based on which increments are decided. However, my boss insists that only the sales beat report will be provided, and we are required to fill out the KRAs. I would appreciate guidance on how to help him understand the fundamentals.

Thank you.

You can track the sales targets with the help of your accounts department. Ask for their Detailed Budget for the year and then assess achievements versus targets. In many organizations, the sales department also has its internal budgets, which are usually higher than the Detailed Budget. This would also help you monitor the Sales Function targets versus actual achievements.