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Leading Pharmaceutical

Organization

Sales incentives & Roster Management for the USA Pharmaceutical Company

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Platform Used
Incentive Calculation Manager MBO Manager
Field Engagement Manager

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Company Size
1000-5000

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Location
US

Situation

A specialty pharmaceutical company struggled with managing sales team incentives due to manual, error-prone processes and transparency issues, particularly during a new product launch with an inexperienced team. They sought to automate incentive calculations and explore various commission plans to improve operational efficiency and data-driven decision-making.

Outcome

The automation of incentive calculations significantly enhanced efficiency, with faster processing and robust data controls for audit compliance. Real-time dashboards and leaderboards boosted sales reps' motivation, while flexible configurations allowed for quick adaptations to changing plans each quarter.

Situation

  1. A leading biotech organization in the process of automating its sales incentive program management Pan-Europe raised an RFP. They were looking for a solution that can help them move their excel spreadsheet farms based system to a new-age system with enhanced transparency for their salesforce.
    1. Specialty pharmaceutical company faced challenges in managing sales team incentives.
    2. New product launch and inexperienced sales team exacerbated issues.
    3. Existing processes were prone to errors, lacked transparency, and were inefficient.
    4. Relied on manual spreadsheet data management.
    5. Needed to explore different commission plans.
    6. Aurochs intervened to automate incentive calculations and simulate commission structures.
    7. Improved operational efficiency and enabled data-driven decision-making.
    8. Streamlined processes and provided insights through simulations.
    9. Optimized incentive programs and improved performance across salesforce and management.Challenges:
      1. Inefficient incentive calculations: Manual, slow, error-prone.
      2. Transparency gaps: Lack of real-time access to incentive information for reps.
      3. Rigidity in systems: Difficult to adjust payout curves and plans.
      4. Open-ended commission plan: Disadvantaged reps in low-sales areas.
    1. Challenges:
      1. A unified platform enhanced operational efficiency and transparency.
      2. Substantial reduction in incentive calculation time.
      3. Automated processes eliminated manual errors.
      4. Seamless integration with sales data for accurate results.
      5. Easy customization of payout curves and incentive plans.
      6. Simplified activation and deactivation of plans for agile adjustments.
      7. Real-time access to incentive updates for sales reps.
      8. Seamless management of roster changes for workforce agility.

Roster Manager Platform Rollout

  1. Adopted unified platform for enhanced operational efficiency and transparency.
  2. Substantial reduction in incentive calculation time.
  3. Eliminated manual errors with automated processes.
  4. Seamless integration with sales data for accurate results.
  5. Easy customization of payout curves and incentive plans.
  6. Simplified activation and deactivation of plans for agile adjustments.
  7. Real-time access to incentive updates for sales reps.
  8. Seamless management of roster changes for workforce agility.

Outcome

  1. Enhanced efficiency with streamlined calculations and faster processing.
  2. Robust data controls for audit compliance and security.
  3. Real-time dashboards boosted sales reps’ motivation with instant access to metrics.
  4. Timely sales insights via leaderboards encouraged performance improvement.
  5. Reduced turnaround time for adapting to changing plans each quarter.
  6. Agile response to market changes with flexible configuration capabilities.
  7. Enhanced engagement through earnings scenario simulations.
  8. Streamlined processes optimized workflow efficiency for organizational effectiveness.

Approach

  1. Aurochs team engaged in detailed discussions with client’s Operations and management.
  2. Identified specific challenges in the coworking industry.
  3. Developed tailored incentive reports for different job roles.
  4. Collaborative effort led to creation of comprehensive requirement document.
  5. Provided simulations to empower client with insights for decision-making.
  6. Proactive approach ensured client was equipped to make strategic choices aligned with objectives.

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