Planning · The Complete Cycle

From the Company Plan to the Daily Visit, and Back

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Planning · The Complete Cycle

From the Company Plan to the Daily Visit, and Back

The plan is calculated, distributed among the salespeople, converted into visits, executed in the field, and compared daily against actual results. What is learned adjusts the next plan. Everything lives in the same app, and every step leaves a trail.

A single target, six hands moving it.

One target product · zone · month in pesos and pieces
YearlyThe model is built, scenarios are compared, and the plan is chosen.
Upon publishingThe plan is distributed among salespeople, and each one confirms their target.
WeeklyThe salesperson (or their supervisor) builds the visit plan and publishes the routes.
DailyCheck-in, result, order, and check-out on the route; the supervisor receives the report.
AlwaysPlan vs. actual by zone, supervisor, and salesperson; forecast accuracy at month-end.
When neededReplanning takes place: closed months are not touched, and each salesperson sees what changed.
1

Plan

In the app: Strategic planning › Model · Cases · Results
  • The model calculates how much to sell of each product, in each zone and month, how much to buy, and how much inventory to keep to earn the highest margin.
  • Scenarios are tested (price, demand, lead time), including hot-swapping changes on a case.
  • The comparator helps choose the case to be executed.
Who: planner and management
Output: the optimal plan by product, zone, and month, and when to order from suppliers.
2

Schedule

In the app: Sales scheduling
  • A second optimization distributes the plan among salespeople based on their affinity, trend, and capacity.
  • It is reviewed by zone, salesperson, product, and month, in pesos or pieces.
  • Publishing and sending targets turns it into the Sales program.
Who: planner and sales management
Output: each salesperson's target by month, customer, and product.
3

Deliver to Salesperson

In the app: My target · Visit plan
  • The salesperson receives a notification, views their target, and confirms receipt.
  • The visit plan starts from what is missing: it suggests which doctors and prospects to visit, when, and what to offer.
  • One route per day is published; if the supervisor builds it, the salesperson accepts or edits it.
  • If their customers are not enough, Expand my network suggests prospects and doctors without a nearby salesperson.
Who: salesperson and supervisor
Output: the week's routes with their expected value.
4

Execute the Day

In the app: My route of the day (direct access)
  • Check-in upon arrival (it auto-locates near the stop), visit result, and instant order.
  • If they move away, an hour passes, or the day ends without closing, the visit closes automatically, leaving a task to complete it.
  • Check-out at the end: the report goes to the supervisor.
Who: salesperson
Output: verified visits, orders, and the impact on their target.
5

Evaluate Day by Day

In the app: Salesperson tracking · My performance · Plan evaluation
  • Map showing each salesperson, their status color-code, and the day's check-ins.
  • Plan vs. actual KPIs by zone, supervisor, and salesperson, in pesos and pieces, with projections based on orders.
  • At month-end: capture, accuracy, and forecast bias.
Who: supervisor, management, and the salesperson themselves
Output: who is doing well, who is falling behind, and why.
6

Adjust

In the app: Replan and publish · new case
  • Replanning is done with what was learned; closed months are preserved.
  • Before publishing, it is compared against the current plan by salesperson, product, and month, with a mandatory reason.
  • Each salesperson sees what went up or down and confirms again.
Who: planner and management
Output: a new version of the plan, with history.
A Single Data Point from End to End

The cream in the North zone, in March

Illustrative figures.

1 · Plan1,200 pcs

The model decides to sell 1,200 pieces in the North in March ($120,000) and order from the supplier on January 14.

2 · Program300 pcs

Ana is assigned 300 pieces: she already sells cream in that zone, and her trend is rising.

3 · Visits6 stops

Her visit plan suggests Dr. Ruiz on Tuesday: he is due for a restock and can buy 20 pieces.

4 · The DayBought 20

Check-in at the office, result "Bought", order of 20 pieces, and check-out with a report to the supervisor.

5 · Evaluation62 %

Mid-month, Ana is at 62% of her target; the North zone is at 58%: amber on the status indicator.

6 · AdjustmentApril −5 %

If the North falls short, April is replanned and visits are reinforced; March, already closed, does not change.

What if Ana doesn't reach her target with her customers?

She expands her portfolio with new visits

Mid-month, she is short by 114 pieces and her doctors have already bought their share. In the Visit plan, she activates Expand portfolio with prospects: the assistant suggests new prospects and doctors without an assigned salesperson in her zone and neighboring ZIP codes, showing what they can buy and what to offer them.

  1. What is missingHer target minus sales and orders in transit: 114 pcs.
  2. Expand my network12 prospects and 4 doctors without an assigned salesperson within 5 km, sorted by potential.
  3. New visitsShe adds them to her weekly route; the new ones are assigned to her name and appear as pending.
  4. Exceeds her targetWith 6 new purchases, she closes at 108% and adds customers for the following months.
Downward

Every visit knows which target it comes from

  • The route carries the salesperson's target and the expected value of each stop.
  • The salesperson's target comes from the published sales scheduling.
  • The scheduling comes from the chosen case of the model (version, model, and case).
Upward

Every result goes back to the plan

  • The result of each visit recalculates the doctor's next contact.
  • Orders count toward the target upon invoicing; progress is visible in My target and Tracking.
  • Actual results feed the forecast evaluation and the history for the next model.
A single number

The board's target, the salesperson's target, and the target of each visit are the same, at different scales.

Seen in time

Deviations appear the same day, not at the end of the quarter.

It learns

Each cycle improves the next: actual history goes back into the model.

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