Défis

As the organization scaled its footprint, incentive operations became fragmented across regions and product lines. The field team lacked consistent visibility into earnings, while incentive tracking and payouts were slow and manual.

• Limited transparency in commissions and earnings: Reps had delayed visibility into payouts, weakening motivation mid-cycle.
• New account wins were inconsistent across territories: Acquisition of new prescribers and hospital accounts needed stronger incentives.
• Detailing-to-prescription conversion wasn’t systematically rewarded: Teams struggled to link effort to measurable conversion outcomes.
• Territory contests were hard to run at scale: Leaderboards and rules varied, creating confusion and uneven participation.
• Launch execution speed varied by region: Early-mover behavior for new therapies needed stronger reinforcement.
• Key account growth lacked a unified incentive lens: Strategic account expansion and preferred positioning required structured rewards.

Personas involved

• Field Sales Representatives: Earn incentives for quota attainment, new account acquisition, prescription conversion, and launch execution.
• Regional Sales Managers (RSMs): Monitor territory performance, coach teams, validate achievements, and drive contest participation.
• National Sales Leadership: Set incentive structures, define KPIs, and ensure consistent performance governance.
• Sales Operations: Configure rules, automate calculations, manage contest logic, and maintain data quality.
• Finance & Payout Teams: Govern budgets, approvals, payout cycles, and audit readiness.
• Program Admin / Super Admin: Manage Compass workflows, access controls, integrations, and reporting dashboards.

The solution

The organization needed a unified incentives platform that could run high-frequency sales programs, automate calculations, and reward performance quickly—while maintaining governance and auditability.

Xoxoday Compass provided a centralized incentive engine with configurable rules, leaderboard-led contests, and automated payouts—integrated with the company’s sales and account systems for verified performance tracking.

• Commission automation for transparent earnings: Xoxoday Compass automated real-time commission calculations linked to volume and revenue targets. Reps gained instant visibility into projected and earned incentives, increasing motivation and reducing disputes.

• New account acquisition bonuses to expand reach: The company launched per-account incentives for opening new prescriber accounts, securing hospital listings, and adding formulary positions—helping accelerate coverage in priority regions.

• Prescription conversion rewards to close the loop: Xoxoday Compass enabled targeted bonuses for converting HCP interest into measurable prescription lift—aligning field activity with dispensing outcomes and strengthening accountability.

• Territory sales contests with live leaderboards: The company ran leaderboard-driven contests by territory, cluster, and region—rewarding top performers and increasing participation through competitive momentum and public recognition.

• Product launch incentives to improve speed-to-market: Launch-specific programs rewarded early movers for achieving milestone coverage, first prescriptions, and fast ramp-up—improving market penetration for new portfolio additions.

• Key account growth rewards for strategic expansion: Xoxoday Compass supported account-specific incentive rules to reward expansion with high-value hospitals and health systems—reinforcing preferred status wins and sustained volume growth.

• Seamless integrations for verified performance and compliance: Xoxoday Compass integrated with CRM/SFA, ERP/order systems, account databases, and analytics tools to verify eligibility and automate calculations. Approved incentives flowed into payout workflows with role-based approvals—reducing manual effort and ensuring traceable governance.

Impact

• 31% increase in quota attainment, driven by real-time incentive visibility and automated earnings tracking.
• 2.0× growth in new account acquisition velocity, supported by per-account incentive programs.
• 24% improvement in detailing-to-prescription conversion, enabled by conversion-linked bonuses.
• 1.8× higher participation in territory contests, powered by live leaderboards and clear rules.
• 21% faster launch ramp-up for new products, driven by early-mover and milestone incentives.
• INR 112 crore in automated incentives processed annually, improving payout speed, transparency, and audit readiness.

Conclusion

By implementing Xoxoday Compass, the generic drugs and biosimilars manufacturer modernized field incentives across India—connecting commercial performance to transparent, verified rewards. From commission automation and new account wins to prescription conversions, contests, and launch incentives, Xoxoday Compass helped the organization motivate its field teams consistently, accelerate territory growth, and improve performance governance at scale.

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