Aurochs Field Reporting and Communication Manager Deployment for Small Pharma

Aurochs Field Reporting and Communication Manager Deployment for US

Situation

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

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

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

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