Gamfi for sales · Module
Sales targets and plans – the head office plan broken down for every rep
Gamfi breaks the sales plan down from head office to regions, teams and people, on the metrics you actually use to measure your network. Reps see on their phones what they are measured on and how much each target weighs. Reps, managers and finance look at the same number, and by mid-month you know who is at risk of missing the plan.
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What Gamfi does differently from a plan spreadsheet
Every company has a sales plan. The difference starts when you have to split it, change it and settle it
Usually
The plan is built in a finance spreadsheet and emailed to the regions. Each manager splits it further in their own way, in their own copy of the file.
In Gamfi
One plan, broken down in one place
The company plan and every person’s target share one structure in Gamfi. You see whether reps’ targets cover the team plan, and team plans cover the region plan, and where someone still has no target – before the month starts.
Usually
Half the plan is delivered by a few top performers. You find out that a region will miss the month from a report after it closes.
In Gamfi
You see the risk to the plan by mid-month
Gamfi compares every person’s attainment with the pace their target requires and flags the gap to them and their manager. You see how many people the region’s result rests on, and you have time to act before the month ends.
Usually
The target is in one spreadsheet, the bonus in another, the contest in a third. Reps see three different numbers and don’t know which to trust.
In Gamfi
One target drives the bonus, the contest and today’s plan
The same attainment reps see on their phones is the basis for commission, the contest result and today’s plan. Nobody copies numbers between files, and at month end finance looks at the same number as the rep.
- Expected pace is based on working days, so by mid-month you see who is ahead of plan and who is behind.
- The month-end forecast shows which team will miss its plan if nothing changes.
- People behind pace are listed together with the manager who should talk to them.
- The results spread shows whether the whole team is delivering the plan, or just a few top performers.
From the board’s plan to the target on a rep’s screen
Finance sets the metrics, head office and managers split the plan, reps confirm their targets, and results flow in from your systems
You decide what your network is measured on
Revenue, units, margin, upsell, number of meetings or returns – each metric has its own unit and direction in your company’s dictionary. For returns, a lower result is better, and the system measures attainment exactly that way.
- numeric and descriptive metrics
- attainment as a % of plan or progress from a starting point
- a data source assigned to every metric
The head office plan breaks down across the structure
Head office splits the plan across regions, regional managers across teams, team managers across people – as many levels as your network has. The system checks that targets add up to the plan one level up, and shows which part of the plan has no owner yet.
- plan allocation at every level
- annual, quarterly and monthly targets
- separate plans for different groups in the network
Reps know what they are measured on
Every rep sees their weighted targets: the monthly target next to the quarterly and annual ones, and how much each one counts towards the bonus. They confirm what they will be measured on, and sign in to the portal with a phone number, without a company email and without installing an app.
- target weights that make up the overall result
- additional targets from reps, approved by their manager
- confirmation recorded in the history
Results come in from your systems
Sales data comes from your CRM or transaction system via the API, and from a file to get started. A rep’s result rolls up to the team and region result as soon as it reaches Gamfi. Descriptive metrics are entered manually.
- updates as often as your system sends them
- the same update sent twice is recorded once
- the source is visible next to every value
When the plan changes mid-quarter
A new product, a lost customer or a rep leaving forces an adjustment. In Gamfi you make it once, and the bonus settlement still adds up
A change to the region recalculates the targets below it
Raise or lower the region plan, and team and individual targets are recalculated pro rata. A change to one person’s target shows up immediately in the team’s plan allocation.
Every adjustment has a reason and a date
The system won’t accept a change without a reason. The old value stays in the history next to the new one, and the audit log shows who made the change.
Bonuses calculated on the target valid on the day
When a rep asks why their bonus came out lower, you can see which target applied on each day of the period. The record in the system settles the question.
Team changes don’t break the plan
A leaver’s plan is taken over by the team or a successor. New joiners and people returning from leave get a target pro rata to the days they work.
Describe your need
Describe the situation in your own words – we will write back with how the Gamfi platform answers that challenge. You decide about a meeting in the next step.
What you get in Gamfi
The features you ask about most when choosing a sales target system
Targets and cascade
- Target cascading across the whole sales structurecompany, region, branch, team, person – as many levels as your network has
- Plan allocation at every levelyou see whether individual targets add up to the team plan and who still has no target
- Attainment rolled upa rep’s result feeds the team and region result as soon as it reaches the system
- Annual, quarterly and monthly targets side by sidethe monthly target follows from the annual one, not from a separate file
- Individual and team targetsboth measures on one card, with no double counting
- Separate plans for different groupsfor example field reps and store managers, each group with its own calendar
Metrics and quotas
- Your company’s metrics dictionaryname, unit and direction – set once, use in every plan
- Numeric and descriptive metricsrevenue next to a target like “open three new points of sale”
- Attainment as a % of plan or progress from a starting pointyou choose the method for each metric
- Metrics where lower is betterreturns, complaints, customer acquisition cost
- Target weightsthe overall result is weighted, not an average
- Ramped quotas for new repsa new person reaches the full target in stages
- Over-achievement cap, your callset one or don’t use it at all
- Targets pro rata to days workedfor people who join, leave or return from leave mid-period
Agreement and changes
- Targets confirmed by the repeveryone sees and confirms what they will be measured on
- Additional targets from repsfor example a new customer won on their own initiative – the manager approves it and the decision is recorded
- Mid-quarter plan checka moment to adjust before the end of the period decides the result
- Target adjustment with a mandatory reasona change to the region plan recalculates the targets below it
- A leaver’s plan is passed onto the team or to the successor who takes over the territory
- Update history that can’t be overwrittena correction adds a new value next to the old one
- Audit logwho opened the period, who confirmed targets, who changed a target and when
- Period close with manager sign-offthe manager confirms the result from the data, and every exception is recorded with a reason
Attainment and views
- Rep dashboard on the phoneoverall attainment, days left in the period and latest updates
- Manager inboxtargets to confirm, additional targets and reminders in one place
- Cascade view with attainment at every levelfrom the company plan down to a single person
- Attainment of every person on the manager’s teamby name; reps see their own targets
- Reports by role and unitfor leadership and finance
- Attainment forecast to period endshowing the people and regions at risk of missing the plan
- Alert when a result falls behind paceto the rep and to their manager
Links to sales
- Commission and bonus from target attainmentcalculated from the same number the rep sees
- Contests and leaderboards on target datano separate results sheet for the contest
- Today’s plan from the part of the target still to goreps know what to do today to close the month
- Knowledge certification before a campaign startsyou see who knows the new offer before they get a target for it
Data and access
- API for sending resultsup to 500 updates per call, with no risk of duplicate records
- Plan and results import from a fileto get started before you connect an integration
- Data exchange with your CRMcustomer history stays in the CRM, plan and attainment in Gamfi
- Phone access without a company emailsign-in with a phone number, activation with an SMS code
- Company sign-in and role-based accessreps see their own targets, managers their team’s
- Data processed in the European Unioninfrastructure in the Warsaw region
Common questions
Open the one that applies to you.
Our plan is built in a finance spreadsheet. How do we move it into Gamfi?
The spreadsheet stays as a finance tool, and Gamfi takes over what happens to the plan next: breaking it down across the structure, agreeing it with people and settling it. We import the plan from a file or via the API, and pull your sales structure from your HR system. For the next period, a new file with the company plan is enough – the rest is broken down in the system.
Where does the system get results data from?
From your sales systems. The API accepts results in batches of up to 500 updates, and the same update sent twice is not recorded twice. Results refresh as often as your system sends them – several times a day if needed. To get started, a file import also works, so the lack of a ready integration doesn’t hold up the launch. Descriptive metrics that don’t exist in any system are entered manually.
How do you measure attainment when a lower result is better?
Every metric has a direction set in the dictionary. For returns or complaints, the system measures progress downwards, from the starting point to the target value. For each metric you also choose whether attainment is a % of plan or progress from a starting point, and whether an over-achievement cap applies.
In what form does finance receive results and the change history?
Results for every person, team and region for a closed period, together with the adjustment history, are delivered via the API or as a file downloaded from the panel. Finance gets the same numbers the rep saw during the period, and for every adjustment, who made it, when and why. We agree the file layout at the start of the rollout, to fit the system you calculate bonuses in.
We already have a commission system or targets in our CRM. Why do we need Gamfi?
Your system stays where it works well. Gamfi adds what it usually lacks: breaking the plan down to every person in the network, reps confirming their targets on their phones, and a history of every adjustment. We exchange attainment and targets with your system via the API, so commission can keep being calculated where it is today.
We have a CRM. Is Gamfi meant to replace it?
The CRM stays where reps manage customers and deals. Gamfi works alongside it: it takes results from the CRM, while the plan, attainment and target settlement are calculated in Gamfi. We agree the scope and direction of the data exchange at the start of the rollout.
What about reps without a company computer or email?
They see their targets in the browser on their own phone, with no app to install. A phone number is enough to create an account – the employee sets a password on first sign-in and confirms it with a one-time SMS code. When someone leaves, access is revoked immediately. This is the standard case for store networks and field teams.
What does the rollout time depend on?
Mostly on where the results data comes from. With a file import, the first plan starts fastest, and an API integration can be added along the way. We set up the structure and metrics together with you at the start, and later plan changes your team will make in the system, without an external consultant.
How much will rolling out the Gamfi platform cost us?
The price depends on a few factors: the number of people, the modules in scope and the scale of the program. We give a specific figure after talking about your situation – book a demo and we’ll work it out together.