A Small Pharmaceuitcal Organization

Aurochs Field Reporting and Communication Manager Deployment for US

Aurochs Solutions field-communication-reporting-tool-for-small-pharma
Aurochs Solutions field-communication-reporting-tool-for-small-pharma


  • 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

Incentive Field Reports Rollout

  • 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.

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