Incentive pay for performance: Harmonizing, standardizing, automating

For a global healthcare manufacturer, we developed a custom made toolkit that can handle complex needs of various countries and business units sales force compensation.

• The toolkit included:
• - a standardized template for sales force plan design, target setting and payout calculations
• - a template automated to create individual sales employee letters and emails
• - a set of reports to track and improve the sales force compensation practices

Rolling this toolkit out across all countries in a phased approach, we also partnered with key business stakeholders and IT to run an RFP and select an end-to-end automated Incentive Compensation Management platform. This will ensure sustainability and robustness to drive pay for performance.