Design and Implementation of a Quota Tracker for a Pharmaceutical Sales Team

Abstract

The pharmaceutical industry has undergone significant change in recent decades and has adapted to new social, economic, and technological structures. Thinking about the commercial area of pharma sales, one thing that hasn't changed over time is that sales people have always been motivated by incentive compensation. Having a tool that allows high-level analysis of sales progress was a must. After successfully researching the advantages of the DMADV method, the Quota Tracker 2022 was designed and implemented to track sales quotas in A-Business Unit, starting in January 2022. This tracker allows the sales representative to analyze their product raw data and territories. The Quota Tracker aims to create an annual leadership role for the employees in charge of this tool. And it also intends to be implemented in other Business Units by 2023 since it is an easy way to track quotas and provide a helpful visualization of progress for the sales teams. Key Terms⎯ DMADV method, Forecast, Quota tracker, Sales quota.