Incentive Compensation and Sales Crediting Manager

Abstract

My five month internship project, Sales Crediting Manager part of Incentive Compensation, was with ZS Associates, Pune Office starting from the February 2019.The report is prepared to cover the basic details of the problems and the solutions employed. This main target area of the project were sales representatives (also known as reps) of pharma companies, to figure out a way to provide incentives and compensations to the representatives based on their performance. The main aim of the project was to find a way to handle such large sales data and manage it accordingly so that it can be further utilized in the correct format. The major problem faced by the client was to track the performance of the sales representatives, taking into account all the difficulties the sales representatives are going through, develop methodology to calculate their incentives and compensations. The methodology is elaborated with details properly in upcoming chapters but in general the incentive plan depends on the product they are promoting and the territories assigned to them. The Plans were designed by respective Business units Leads and were verified with the help client.