Objective
This guide explains how to build a report to analyze sales performance by region, with an automatic categorization of each sales rep based on their annual projection (performance bucket).
Statement Report :
The Statement Report works at the commission statement level: a view by sales rep, by period, by plan. Each line corresponds to one user + one period + one plan. This is different from the Record Report, which works at the deal level. For a regional analysis, the Statement Report is the right tool.
Prerequisites
1. Les métriques
To feed a Statement Report, metrics must have been created and flagged in your commission plans.
This step is covered in the dedicated article on flagging metrics.
2. Dimensions and groups
This is the key point for a regional analysis: the notion of Region in Qobra does not come from the CRM, it comes from the Dimensions & Groups module, where you can retrieve them from an HRIS or create them manually.
A dimension is a criterion used to group users (Region, Country, Squad, Business Unit...)
Within a dimension, you create groups (e.g. EMEA, NAM, APAC)
In each group, members are attached with a start date and an end date
These dates allow Qobra to know which group a sales rep belonged to on a specific date, and to take this into account in statements and reports.
⚠️ Watch out: if the Region column does not appear in your report, check that the dimension exists in Qobra and that your users are properly attached to it.
Steps to build the report
1. Create the report
On the Reporting page, click + Create a new report
Name the report (e.g. "Regional performance")
Select the Statement Report type
Choose your working currency
Click Next and select your metrics:
Year-to-date attainment % (Target Achievement YTD)
Annual performance projection (Annual Pacing)
Click Create
⚠️ Watch out, default filter: when the report is created, Qobra automatically applies the filter "statement date is in the current month". If your report appears empty, it is not a bug: no statement may have been calculated for the current month (e.g. quarterly plans). Adjust the filter (e.g. switch from monthly to quarterly) and add a population filter if needed (e.g. a specific plan).
2. Understand the two types of fields
Metrics are shared across all reports: modifying them impacts every report that uses them.
Calculated fields (formulas, aggregates) are specific to the report in which they are created.
3. Create the "Performance bucket" column
Goal: categorize each sales rep based on their annual projection.
Add a Formula field named "Bucket", with nested conditional logic based on the annual projection:
≥ 120% → 🏆 Excelling
≥ 110% → 🚀 Overperforming
≥ 90% → ✅ On target
≥ 70% → ⚠️ Below target
Below → 🔴 Far from target
Field type: Text.
4. Rearrange the display
Click Manage fields and bring the following to the top as a priority:
Region
Annual performance projection
Year-to-date attainment %
Bucket
Hide the columns that are not useful for reading the report (e.g. job title, payment).
⚠️ Hiding a field does not delete it: it remains usable in formulas but is no longer displayed in the report
5. Build the Pivot
In the Pivot tab:
Rows: Region → Sales rep
Values:
Annual performance projection (Average)
Year-to-date attainment % (Average)
Bucket (same conditional logic, applied to the regional average)
You get at a glance the individual performance of each sales rep, the aggregated performance by region, and the regional bucket.
6. Create a Chart
In the Chart tab:
X axis: Region
Value: Annual performance projection (Average)
Who is it for?
This report is particularly suited to a management review, a QBR, or executive reporting by region.