Wholesale Sales Performance Framework
Budget: ₹600 – ₹1,500 INR
My wholesale stationery business has grown to the point where our sales processes must be data-driven, transparent, and repeatable. I already track monthly fluctuations, but my current seasonality index still struggles to reveal clear patterns, making realistic and achievable sales targets difficult. Incentives are presently calculated as a fixed percentage of sales, yet the team and I agree this no longer rewards true performance.
Your brief is to turn that rough system into a complete, scalable Sales Performance Framework that any current or future salesperson can plug into with minimal onboarding. Strong Excel modelling and practical knowledge of wholesale, distribution, FMCG, or retail planning will be vital.
Key areas to tackle
• Audit and refine the seasonality index, documenting the logic so it can be updated quickly each year.
• Translate the verified seasonality trends into monthly sales targets that feel stretching but attainable.
• Re-engineer the commission plan—balancing fairness for high performers with cost control for the company.
• Allocate targets territory-wise, accounting for historic potential and growth capacity in each area.
• Establish a concise KPI set that shines a light on productivity, coverage, and collections, not just topline revenue.
• Package everything into an easy-to-maintain workbook or dashboard, with clear instructions that let me extend it as we add reps or open new regions.
Acceptance criteria
1. A master Excel model with unlocked formulas, labelled sheets, and change-log.
2. Documentation (PDF or in-sheet) explaining methodology, assumptions, and steps to refresh inputs.
3. Example reports illustrating how a salesperson’s monthly performance and incentive payout will be displayed.
If you have designed similar schemes for wholesalers or FMCG distributors and can demonstrate how you turned messy data into actionable targets, I’d like to see your approach.
Your brief is to turn that rough system into a complete, scalable Sales Performance Framework that any current or future salesperson can plug into with minimal onboarding. Strong Excel modelling and practical knowledge of wholesale, distribution, FMCG, or retail planning will be vital.
Key areas to tackle
• Audit and refine the seasonality index, documenting the logic so it can be updated quickly each year.
• Translate the verified seasonality trends into monthly sales targets that feel stretching but attainable.
• Re-engineer the commission plan—balancing fairness for high performers with cost control for the company.
• Allocate targets territory-wise, accounting for historic potential and growth capacity in each area.
• Establish a concise KPI set that shines a light on productivity, coverage, and collections, not just topline revenue.
• Package everything into an easy-to-maintain workbook or dashboard, with clear instructions that let me extend it as we add reps or open new regions.
Acceptance criteria
1. A master Excel model with unlocked formulas, labelled sheets, and change-log.
2. Documentation (PDF or in-sheet) explaining methodology, assumptions, and steps to refresh inputs.
3. Example reports illustrating how a salesperson’s monthly performance and incentive payout will be displayed.
If you have designed similar schemes for wholesalers or FMCG distributors and can demonstrate how you turned messy data into actionable targets, I’d like to see your approach.