Leading Pharmaceutical Organization
Sales incentives & Roster Management for the USA Pharmaceutical Company
Situation
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- Specialty pharmaceutical company faced challenges in managing sales team incentives.
- New product launch and inexperienced sales team exacerbated issues.
- Existing processes prone to errors, lacked transparency, and were inefficient.
- Relied on manual spreadsheet data management.
- Needed to explore different commission plans.
- Aurochs intervened to automate incentive calculations and simulate commission structures.
- Improved operational efficiency and enabled data-driven decision-making.
- Streamlined processes and provided insights through simulations.
- Optimized incentive programs and improved performance across salesforce and management.Challenges:
- Inefficient incentives calculations: Manual, slow, 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 plan: Disadvantaged reps in low-sales areas.
Challenges:
- A unified platform enhanced operational efficiency and transparency.
- Substantial reduction in incentive calculation time.
- Automated processes eliminated manual errors.
- 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.
Approach
- Aurochs team engaged in detailed discussions with client’s Operations and management.
- Identified specific challenges in the coworking industry.
- Developed tailored incentive reports for different job roles.
- Collaborative effort led to creation of comprehensive requirement document.
- Provided simulations to empower client with insights for decision-making.
- Proactive approach ensured client was equipped to make strategic choices aligned with objectives.
Roster Manager Platform Rollout
- Adopted 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.