Setting up a sales plan and motivation

16.04.2025 14:23

Trade automation expert at Torgsoft

Implementation of sales plan and staff motivation: step-by-step guide

Sales planning is a basic store management tool that allows you to digitize business goals and increase employee efficiency through financial motivation.

To implement this task in the Torgsoft program, perform the following steps:

Step 1. Analysis of previous periods to set a realistic plan

Before setting a plan, it is necessary to determine the base amount or number of sales.

Go to the Analysis - Period menu.

Collect data on revenue and the quantity of goods sold for the same period last month or year.

Add a margin of error for seasonality, inflation, or assortment expansion to the obtained base amount (usually this is +10-30%).

Step 2. Activation of the required module

To set plans and automatically calculate bonuses for their execution, an additional option "Calculation of sellers' salaries and motivation, fines, and rewards system" (Code 025) is required.

Note: you can test this functionality for free. To do this, go to Settings → List of additional features → select the option and click "Activate for 30 days".

Step 3. Creating a sales plan in the program

Creating plans is mandatory if the retail outlet provides bonuses for achieving indicators.

Go to the Salary calculation → Planning → Sales plan tab menu.

Click "Add" and fill in the plan parameters:

Retail outlet — select the store for which the plan is being set.

Period — specify the start and end dates of the plan.

Product group — fill in if the plan is calculated not for the entire assortment, but for a specific category (for example, only for shoes).

Plan type — choose the indicator by which execution will be evaluated: "By amount", "By quantity", or "By amount and quantity".

Planned revenue / Planned quantity — specify the target amount or number of goods units.

Step 4. Setting up motivation (bonuses)

In order for the system to automatically stimulate sellers, it is necessary to set up reward percentages.

In the settings of the retail outlet or salary by position, specify:

Bonus percentage when fulfilling the sales plan (for example, an increased percentage of revenue).

Bonus percentage when the sales plan is not fulfilled (base or reduced percentage).

You can also use the setting "Multiply by % of sales plan execution" so that the bonus amount is calculated proportionally to how much the plan was fulfilled.

Step 5. Execution control

For the manager: in the "Planning" mode, use the Calculate sales plan action. The program will automatically calculate the actual revenue and the percentage of plan execution for the specified period.

For sellers: employees can independently track their progress. On the "Realization" form (if they have the appropriate rights), a Sales plan button is available, which opens a chart with two columns: actual revenue (blue) and planned revenue (yellow).

Програма обліку товару для інтернет-магазинів, крамниць, торгових точок, складів та виробництва

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