Case Study of Dr. Reddys Sales Targeting

Sales targeting is the challenging task in pharma companies as they deal with 5000 – 12000 SKU’s with 1000+ field staff.

Currently, the sales targeting process is done through spreadsheets, the strategy team will consolidate the excels based on the regions and send them for approvals.

The target consolidation is delayed due to sending excel sheets through emails to each ASM/ RSM/SM/Divisional head with multiple versions.

Due to a large number of decision maker’s sales force,  it is quite tough to maintain all SKU wise.

Manually mapping of stockiest vs. HQ, change in SKU’s ID and role assigning are quite hectic tasks as well as time taking process on excel sheets which makes the dependency on excel experienced person.

Any change in excel layout or workflow will also lead to a delay in overall task completion time.