Sales incentives & roster management for a leading pharmaceutical organization

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.

• The new product launch and inexperienced sales team exacerbated issues.
• Existing processes were prone to errors, lacked transparency, and were inefficient.
• The team relied on manual spreadsheet data management.
• They needed to explore different commission plans.
• Aurochs intervened to automate incentive calculations and simulate commission structures, improving operational efficiency and enabling data-driven decision-making.

Challenges

• Inefficient incentive calculations: manual, slow, and error-prone.
• Transparency gaps: lack of real-time access to incentive information for reps.
• Rigidity in systems: difficult to adjust payout curves and plans.
• Open-ended commission plans that disadvantaged reps in low-sales areas.

Approach

• The Aurochs team engaged in detailed discussions with the client's operations and management teams.
• Identified specific challenges in the client's industry.
• Developed tailored incentive reports for different job roles.
• A collaborative effort led to the creation of a comprehensive requirement document.
• Provided simulations to empower the client with insights for decision-making.
• A proactive approach ensured the client was equipped to make strategic choices aligned with its objectives.

Roster Manager platform rollout

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

Outcome

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