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A Small Pharmaceuitcal

Organization

Aurochs Field Reporting and Communication Manager Deployment for US

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Platform Used
Incentive Calculation Manager
MBO Manager

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Company Size
1000-5000

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Location
US

Situation

A small pharmaceutical organization is using an Excel-based system for sales incentives and seeks to enhance transparency by providing monthly performance scorecards to their salesforce. They face challenges with manual calculations and lack of engagement tools, prompting them to seek a partner for a more agile and responsive reporting solution.

Outcome

The reporting engine was implemented in two weeks, greatly enhancing transparency in sales incentive calculations and reducing query management time by 70%. This led to less shadow accounting, increased selling time, and improved retention and engagement among top performers.

Situation

  1. A small pharmaceutical organization using an Excel-based calculation system aimed to enhance transparency for their salesforce by providing monthly performance progress scorecards.
  2. Challenges faced by the sales operations team and the consulting firm’s support team:
    1. Excel-based complex calculation workbook for sales incentives.
    2. Lack of automated means to share monthly performance progress with the salesforce.
    3. Observed lack of motivation among field personnel due to transparency issues and absence of ongoing engagement tools.
  3. Organization’s objectives upon reaching out:
    1. Improve overall transparency of the salesforce.
    2. Build a solution capable of delivering reports through multiple channels.
    3. Seek a partner offering agility, responsiveness, and enhanced transparency with motivational elements.
    4. Primary objectives:
      1. Agility to adjust report designs in accordance with evolving business needs.
      2. Timely periodic performance updates impacting incentives for ongoing transparency and reduced disputes.
      3. Provide timely nudges through reports to influence short-term performance.

Incentive Field Reports Rollout

  1. Deployed comprehensive performance reporting in HTML/PDF/Excel using results from Excel-based IC system and distributed using email.
  2. Structure of the output tables from Excel calculation workbooks agreed upon to ensure seamless data transfer month-over-month.
  3. The clarity in performance and earnings potential, along with plan mechanics communicated effectively, enabled complete alignment with strategic objectives.
  4. Incorporated motivational messaging with nudges on the additional sales performance required to be achieved to hit the next earnings tier.

Outcome

  1. Reporting engine implementation completed within 2 weeks, integrating special client design requirements.
  2. Key performance outcomes:
    1. Remarkable increase in transparency of sales incentive calculations.
    2. 70% reduction in query management and dispute resolution time.
    3. Significant decrease in shadow accounting time.
    4. Measurable increase in selling time for both sales representatives and their managers.
    5. Visible improvement in retention of top performers.
    6. Enhanced field motivation and engagement metrics.

Approach

  1. Aurochs team conducted a quick proof of concept for an early launch country.
  2. Discussed various aspects including roles, responsibilities, support, change management, timeline management, escalation matrix, SLAs, etc.
  3. Adopted a methodical approach to roll out systems for individual countries after project signing.

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