Sales force compensation: Process and governance

One of the prerequisites to drive sales force effectiveness is access to reliable sales performance data. Our client, a global healthcare company, had in depth view on the sales activities, but little visibility into how the sales activities impact results and sales force incentives. Managing a global initiative, partnering with all region heads, we completed a diagnostic audit to understand the key pain points and risks in the status-quo.

We then aligned with Executive Leadership team on a short list of solutions and proceeded to implement a unified governance and process for sales incentive reviews and approvals between countries, regions and international headquarter. We also automated the workflow process for the sales incentive approvals with an online Oracle BPM platform with buy in from all key stakeholders in 60+ countries meeting the tight timeline and budget requirements. This initiative eliminated the regulatory and compliance risks due to lack of visibility into different country sales force pay practices and enabled access to centralized data for all sales force plans, targets and payouts.