Equipes de venda
Valor
Participação
Margem
de contribuição
em valor
%
Custos fixos
Lucro
Lucro
%
Participação
1
1.567.036,68
31,73%
37.660,69
2,40%
141.458,92
-103.798,23
-6,62%
-32,94%
2
1.014.606,30
20,55%
199.929,98
19,71%
65.880,64
134.049,34
13,21%
42,54%
3
533.243,14
10,80%
94.780,40
17,77%
35.229,83
59.550,57
11,17%
18,90%
4
506.507,93
10,26%
71.512,66
14,12%
36.679,80
34.832,87
6,88%
11,06%
5
211.095,61
4,27%
31.508,71
14,93%
7.161,44
24.347,27
11,53%
7,73%
6
175.324,48
3,55%
35.941,57
20,50%
11.708,53
24.233,05
13,82%
7,69%
7
132.745,49
2,69%
27.601,11
20,79%
7.747,04
19.854,07
14,96%
6,30%
8
125.957,19
2,55%
30.941,77
24,57%
6.811,09
24.130,67
19,16%
7,66%
9
125.019,00
2,53%
16.815,04
13,45%
8.814,62
8.000,42
6,40%
2,54%
10
113.892,56
2,31%
32.467,42
28,51%
8.976,49
23.490,93
20,63%
7,46%
11
106.879,35
2,16%
29.769,90
27,85%
4.899,47
24.870,43
23,27%
7,89%
12
76.618,36
1,55%
21.211,55
27,68%
16.160,49
5.051,06
6,59%
1,60%
13
51.590,44
1,04%
10.473,30
20,30%
8.681,70
1.791,60
3,47%
0,57%
14
28.544,76
0,58%
6.575,34
23,04%
3.793,48
2.781,87
9,75%
0,88%
15
126.452,41
2,56%
26.359,98
20,85%
1.997,60
24.362,37
19,27%
7,73%
16
26.258,33
0,53%
6.163,45
23,47%
1.652,28
4.511,17
17,18%
1,43%
17
11.934,37
0,24%
2.982,85
24,99%
804,84
2.178,01
18,25%
0,69%
18
4.251,20
0,09%
1.126,35
26,49%
278,41
847,94
19,95%
0,27%
4.937.957,60
683.822,07
368.736,67
315.085,40
6,38%
Equipes de venda
Valor
Participação
Margem
de contribuição
em valor
%
Custos fixos
Lucro
Lucro
%
Participação
A
181.316,15
38,63%
65.038,10
35,87%
21.790,41
43.247,69
23,85%
40,66%
B
21.697,75
4,62%
8.316,75
38,33%
2.580,22
5.736,52
26,44%
5,39%
C
929,10
0,20%
328,53
35,36%
118,07
210,46
22,65%
0,20%
D
41.113,54
8,76%
15.635,48
38,03%
4.942,83
10.692,65
26,01%
10,05%
E
35.871,99
7,64%
5.958,34
16,61%
6.786,52
(828,18)
-2,31%
-0,78%
F
46.352,33
9,88%
14.670,51
31,65%
6.377,14
8.293,37
17,89%
7,80%
G
86.992,70
18,54%
32.831,05
37,74%
10.286,90
22.544,15
25,91%
21,20%
H
7.025,70
1,50%
2.911,45
41,44%
896,91
2.014,54
28,67%
1,89%
I
42.674,06
9,09%
18.430,93
43,19%
5.519,11
12.911,81
30,26%
12,14%
J
5.352,18
1,14%
2.213,13
41,35%
684,67
1.528,45
28,56%
1,44%
469.325,50
166.334,26
35,44%
59.982,78
106.351,47
22,66%
100,00%
Chart 1
Comparison of BCG matrix for product portfolio and sales analysis matrix.
Table 1
Sales teams’classification – contribution margin × volume.
Sales Teams
Amount
(USD)
Partici-
pation
Contribution
Margin
(USD)
%
Fixed Costs
(USD)
Profit
(USD)
Profit
%
Partici-
pation
1
1,567,036.68
31.73%
37,660.69
2.40%
141,458.92
-103,798.23
-6.62%
-32.94%
2
1,014,606.30
20.55%
199,929.98
19.71%
65,880.64
134,049.34
13.21%
42.54%
3
533,243.14
10.80%
94,780.40
17.77%
35,229.83
59,550.57
11.17%
18.90%
4
506,507.93
10.26%
71,512.66
14.12%
36,679.80
34,832.87
6.88%
11.06%
5
211,095.61
4.27%
31,508.71
14.93%
7,161.44
24,347.27
11.53%
7.73%
6
175,324.48
3.55%
35,941.57
20.50%
11,708.53
24,233.05
13.82%
7.69%
7
132,745.49
2.69%
27,601.11
20.79%
7,747.04
19,854.07
14.96%
6.30%
8
125,957.19
2.55%
30,941.77
24.57%
6,811.09
24,130.67
19.16%
7.66%
9
125,019.00
2.53%
16,815.04
13.45%
8,814.62
8,000.42
6.40%
2.54%
10
113,892.56
2.31%
32,467.42
28.51%
8,976.49
23,490.93
20.63%
7.46%
11
106,879.35
2.16%
29,769.90
27.85%
4,899.47
24,870.43
23.27%
7.89%
12
76,618.36
1.55%
21,211.55
27.68%
16,160.49
5,051.06
6.59%
1.60%
13
51,590.44
1.04%
10,473.30
20.30%
8,681.70
1,791.60
3.47%
0.57%
14
28,544.76
0.58%
6,575.34
23.04%
3,793.48
2,781.87
9.75%
0.88%
15
126,452.41
2.56%
26,359.98
20.85%
1,997.60
24,362.37
19.27%
7.73%
16
26,258.33
0.53%
6,163.45
23.47%
1,652.28
4,511.17
17.18%
1.43%
17
11,934.37
0.24%
2,982.85
24.99%
804.84
2,178.01
18.25%
0.69%
18
4,251.20
0.09%
1,126.35
26.49%
278.41
847.94
19.95%
0.27%
4,937,957.60
683,822.07
368,736.67
315,085.40
6.38%
100.00%
Sales teams
Amount
(USD)
Partici-pation
Contribution Margin
(USD)
%
Fixed Costs
(USD)
Profit
(USD)
Profit
%
Partici-pation
A
181,316.15
38.63%
65,038.10
35.87%
21,790.41
43,247.69
23.85%
40.66%
B
21,697.75
4.62%
8,316.75
38.33%
2,580.22
5,736.52
26.44%
5.39%
C
929.10
0.20%
328.53
35.36%
118.07
210.46
22.65%
0.20%
D
41,113.54
8.76%
15,635.48
38.03%
4,942.83
10,692.65
26.01%
10.05%
E
35,871.99
7.64%
5,958.34
16.61%
6,786.52
(828.18)
-2.31%
-0.78%
F
46,352.33
9.88%
14,670.51
31.65%
6,377.14
8,293.37
17.89%
7.80%
G
86,992.70
18.54%
32,831.05
37.74%
10,286.90
22,544.15
25.91%
21.20%
H
7,025.70
1.50%
2,911.45
41.44%
896.91
2,014.54
28.67%
1.89%
I
42,674.06
9.09%
18,430.93
43.19%
5,519.11
12,911.81
30.26%
12.14%
J
5,352.18
1.14%
2,213.13
41.35%
684.67
1,528.5
28.56%
1.44%
469,325.50
166,334.26
35.44%
59,.982.78
106,351.47
22.66%
100.00%