Akij Essential Limited · Sales Excellence
SE Contribution Report — August 2026 (Full Month)
Delivery vs. commitment by zone · 14 zones · 3 divisions · 83 Sales Officers
Total Zones
14
Across 3 divisions
Sales Officers
83
Field force deployed
Avg. Commitment (full)
70%
Re-committed Aug target
Avg. Aug Achievement
59%
Actual full-month delivery
Overall SE Contribution
87%
Delivery ÷ commitment
Zones Missed Commitment
10 / 14
71% fell below commitment
What is SE Contribution?
SE Contribution = August full-month achievement ÷ full-month commitment (%).
It measures the Sales Excellence discipline of commit → deliver. A score of 100%+ means the zone delivered at or above what it committed; <100% means it fell short of its own promise. It rewards honest, realistic commitment and exposes over-commitment.
EXCEEDED ≥100%
NEAR 90–99%
BELOW 75–89%
MISSED <75%
Executive Summary
Zones re-committed an average of 70% for full-month August but delivered an average of 59%, producing an overall SE Contribution of 87%. Only 4 of 14 zones (29%) delivered at or above their commitment — the remaining 10 (71%) fell short.
The pattern is unmistakable: the four winners — Sirajganj (116%), Netrokona (115%), Malibag (108%), Uttara (105%) — set realistic commitments (60–70%) and over-delivered. The three worst misses — Naogaon (59%), Bogura (65%), Moulvibazar (67%) — either kept aggressive commitments or under-delivered against them.
Dhaka North is the most commitment-disciplined division (SE 101%), even though it is the weakest on raw achievement — a clear sign that commitment quality, not absolute volume, drives the SE score.
Division SE Contribution
| Division | Zones | SOs | Avg. Commit | Avg. Aug Achv | SE Contribution | Status |
|---|
| Dhaka North | 3 | 16 | 63% | 63% |
101% | BEST |
| Sylhet | 5 | 29 | 74% | 62% |
87% | MODERATE |
| Rajshahi | 6 | 38 | 69% | 55% |
80% | WEAKEST |
Rajshahi carries the largest field force (38 SOs) but the weakest SE contribution (80%) — its average delivery (55%) trails its commitment (69%) by 14 points.
Zone Ranking — SE Contribution
| Rank | Zone | Division | ZSM | SOs | Commit | Aug Full | SE Contribution | Delivery | Status |
|---|
| 1 | Sirajganj Zone | Rajshahi | Md. Siful Islam | 6 | 70% | 81% | 116% |
| EXCEEDED |
| 2 | Netrokona Zone | Sylhet | TAUHIDUL ISLAM ANTOR | 3 | 60% | 69% | 115% |
| EXCEEDED |
| 3 | Malibag Zone | Dhaka North | Shariful Islam | 5 | 60% | 65% | 108% |
| EXCEEDED |
| 4 | Uttara Zone | Dhaka North | MD Rakibul Islam | 7 | 60% | 63% | 105% |
| EXCEEDED |
| 5 | Sylhet Zone | Sylhet | Rumon Ahmed | 7 | 60% | 56% | 93% |
| NEAR |
| 6 | Jamalpur Zone | Dhaka North | Saiful Islam | 4 | 70% | 62% | 89% |
| BELOW |
| 7 | Dinajpur Zone | Rajshahi | Md.Abdul Kayum | 6 | 60% | 51% | 85% |
| BELOW |
| 8 | Sunamganj Zone | Sylhet | RAJON BISHAS | 4 | 70% | 56% | 80% |
| BELOW |
| 9 | Rangpur Zone | Rajshahi | Md. Tahafuz Hossain | 8 | 70% | 55% | 79% |
| BELOW |
| 10 | Mymensingh Zone | Sylhet | Ahammad Ali | 9 | 80% | 63% | 79% |
| BELOW |
| 11 | Rajshahi Zone | Rajshahi | Saju Dhali | 7 | 70% | 53% | 76% |
| BELOW |
| 12 | Moulvibazar Zone | Sylhet | MD. SAHAR UDDIN | 6 | 100% | 67% | 67% |
| MISSED |
| 13 | Bogura Zone | Rajshahi | Ruhul Amin (New) | 5 | 65% | 42% | 65% |
| MISSED |
| 14 | Naogaon Zone | Rajshahi | Mehedi Hasan | 6 | 80% | 47% | 59% |
| MISSED |
Delivery bar = SE Contribution scaled to 100% of commitment. Ranked by SE Contribution, highest first.
Commitment Champions (≥100%)
| Zone | ZSM | Commit | Delivered | SE |
|---|
| Sirajganj | Md. Siful Islam | 70% | 81% | 116% |
| Netrokona | Tauhidul Islam Antor | 60% | 69% | 115% |
| Malibag | Shariful Islam | 60% | 65% | 108% |
| Uttara | MD Rakibul Islam | 60% | 63% | 105% |
Commitment Misses (<75%)
| Zone | ZSM | Commit | Delivered | SE |
|---|
| Moulvibazar | MD. Sahar Uddin | 100% | 67% | 67% |
| Bogura | Ruhul Amin (New) | 65% | 42% | 65% |
| Naogaon | Mehedi Hasan | 80% | 47% | 59% |
Key Insights
- Commitment discipline is the differentiator. The 4 exceeders all committed 60–70% and delivered; the 3 misses committed 65–100% and failed. SE Contribution rewards honest target-setting over optimism.
- Only 29% of zones kept their promise. 10 of 14 zones delivered below their own full-month commitment — a systemic forecasting problem, not an isolated one.
- Netrokona is the standout model: the smallest team (3 SOs) committed a realistic 60% and delivered 69% (115% SE) — small team, honest commitment, strong delivery.
- Moulvibazar over-committed at 100% and delivered 67% — the single worst commitment gap, despite being the top improver earlier in the month.
- Dhaka North leads on discipline (101%) but trails on volume — proof that SE Contribution and absolute achievement are different lenses and should be read together.
- Rajshahi is the weak spot: largest team (38 SOs) with the lowest SE contribution (80%) and the lowest average delivery (55%).
Recommendations
1. Institutionalise commitment-setting. Mandate that next month's commitment be capped by reference to the prior month's actual achievement (e.g. commit ≤ last month actual + 5 pts). This directly attacks the 71% miss rate.
2. Run a same-day root-cause review on the 3 misses. Naogaon, Bogura and Moulvibazar under-delivered against their own commitment — separate "target too high" from "execution failure" before resetting anything.
3. Share the Netrokona and Sirajganj playbooks. These two are the commitment-delivery benchmark (115–116% SE). Capture their target-setting and delivery routine and circulate a one-pager to the 10 below-commitment zones.
4. Rebalance Rajshahi's field force. 38 SOs delivering an average of 55% against a 69% commitment signals productivity leakage — move to SO-level accountability rather than zone averages.
5. Publish SE Contribution alongside achievement. Report both metrics in the daily dashboard so leadership sees commitment quality and not just raw volume.