Project Context:
The Client is a Pharmaceutical Organization that is a market leader in nutrition products. The company had an extensive on-the-ground sales process. The data was being captured by an ERP system and the sales monitoring process was being done by manual
Challenges:
- The data was being downloaded from ERP systems on a weekly basis and the reports were being prepared manually in Excel sheets. The process was time-consuming and expensive because of the time senior employees had to spend to prepare these reports.
- There were concerns of data accuracy and credibility of the reports since manual data-crunching process was error-prone
- There was a delay in the information that the management was receiving and hence crucial decisions could not be taken at the right point in time.
- In-depth analysis and slicing & dicing across different departments and sales persons was not possible leading to inefficiency in the sales tracking process.
Our Solution:
We have implemented end-to-end Business Intelligence solution which involved requirement gathering from business stakeholders, combining multiple sources of data, data visualization and setting up the data refresh mechanisms for delivering “right-time” KPI metrics.
We have used Tableau for BI implementation. Tableau has consistently been ranked as a leader in Gartner’s magic quadrant.
Benefits to the organization:
Deeper Insights for Sales:
As a result of the Business Intelligence implementation, the company could accurately track various Field Force Metrics that drive sales. They included customer facing days, No. of face-to-face calls, no. of remote calls, field coaching days etc. They could also track the metrics based on the customer and product segments, medical specialty and brand. Drill down information shows them a detailed account at the sales person level.
“Right-Time” information:
Different KPI metrics were required to be refreshed with the latest data at different frequencies. Based on the business requirement, the scheduling was done to provide real time information for some metrics and “Right-time” information for others. Daily tracking of sales force performance was made possible now. Data visualization made the reports more intuitive increasing the adoption of data-driven decision making in the sales department. Improvement in Sales Force Productivity:
Daily tracking and proactive decision making has offered greater control to the sales teams and improved the productivity of the field sales force. Reduction in Cost:
Automation of reporting has freed up the valuable time of the resources that were previous involved in repetitive data crunching activities, hence enabling them to be contribute to business in more effective ways
