Pharmaceutical Incentive Compensation Software

Global pharmaceutical companies motivate their salesforce to sell more and decreases data crunch time from 20 days to 4 days with our sales commission tracking software.

Overview

  • Our client is a global pharmaceutical company with a sales force of 200 people in Australia.
  • The company has complex sales commission plans for different roles in the business.
  • They used Excel to calculate sales commissions, which was labor-intensive given the complexity of their sales plan. Using Excel generated more human errors and did not provide transparent reporting to the sales team.

The Results

  • The turn around time to crunch raw data into commission reports has reduced from 20 days to 4 days.
  • Salespeople and managers have transparent reporting giving them more confidence in the quality and integrity of data.
  • The sales team are motivated to sell more.
  • The management and administration teams have a full audit on who has been paid for which deals and when.

“It’s made our sales commission payment process better and more effective, therefore motivating our sales people to sell more for themselves and the organization. I’d happily recommend Performio to any business, no matter the complexity of their sales commission plan!”

Sales Force Effectiveness Leader
Pharmaceutical Company

The Situation

A global player in the pharmaceutical industry presented us with their sales commission administration concerns:

  • High error rate. Our client had complex sales plans and a large sales team. They used Excel to manage complex calculations and the process was prone to human error.
  • Slow payment of commission. There was a long lag-time from the time sales data was available until the commissions were calculated and paid to the sales team.
  • Expensive administration. Each monthly commission run took 160 hours of labour to complete.
  • Lack of transparency. There was no clear communication on how commission was calculated, which made the sales team suspicious.

Our Approach

To reduce labour costs, improve accuracy and turn around payments quickly, our client outsourced the calculation and reporting of commission to Performio and called it “bureau services”.

This was our approach:

  1. Discovery – form a project team to explore and discover the sales incentive plans, calculation processes and data sources.
  2. Development – create process maps to source data, calculate commissions and communicate back to the sales team.
  3. Dry Run – run a pilot program with extensive user acceptance testing using three months of real sales data to ensure complex calculations were accurate.
  4. Deployment – once we proved Performio could manage the complexity of data, the system was rolled out to all 200 sales team members.

The entire project took four months to complete.

Enterprise-Wide Rollout

The Results

  • The turnaround time to crunch raw data into commission reports has reduced from 20 days to 4 days.
  • Salespeople and managers have transparent reporting giving them more confidence in the quality and integrity of data.
  • The sales team is motivated to sell more.
  • The management and administration teams have a full audit on who has been paid for which deals and when.

Post-launch

  • Our bureau services have been fine-tuned. Performio can now run the calculation and reporting process from end-to-end in 32 hours as compared with the original 160 hours.

“Performio have been providing Bureau Services for over a year now. We have reduced the hours taken to turn around raw data to reporting for managers to approve within record times consistently of about four days.”

Sales Force Effectiveness Leader
Pharmaceutical Company

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