Success Stories

Sales Force Effectiveness

KMK’s Employee Performance Tool Streamlines HQ/Sales Rep Calibration

The KMK Employee Performance Tool centralizes all historical performance data and provides a simple and efficient platform for HQ and field leadership to conduct performance calibration and evaluation.

Situation

Performance evaluation of field personnel was historically done using separate Excel spreadsheets for each individual rep. The field personnel needed to be evaluated on multiple metrics including but not limited to sales performance, behavioral metrics, compliance for calls and data submission. This was a cumbersome, mistake-prone, and time-consuming process for the performance reviewer and reviewee, requiring manual input and emailing the Excel doc back and forth through various revisions.  This step was duplicated across hundreds of individual reps every quarter.

Once all performance evaluations were finalized, all the performance evaluation spreadsheets would be sent to the Commercial Operations team, which would manually consolidate the Excel sheets to compare and rank the field personnel for awards and promotions. They needed to present the results to multiple stakeholders like Sales Leadership, Finance and Human Resources.

If, for any reason, management or senior leadership required information about an individual’s past performance, they would have to reach out to the Commercial Operations team. They would then manually have to retrieve the information for the manager.

Shortcomings of Manual Methods

KMK's Solution

The KMK Team worked closely with the client to understand the entire process of field personnel performance evaluation process, identify opportunities of gaining efficiencies, recommending improvements and making a system easily accessible by the field personnel, their managers and sales leadership.

Using a deep expertise of technology, UX and strong business acumen, KMK developed the Employee Performance Tool (EPT) to automate the quarterly performance evaluation. The new tool has significant advantages, resulting in the reduction of time, cost, and errors in reporting:

Benefits

INCREASED ACCURACY

Automation led to significant reduction in manual errors as well as rework, saving the commercial operations team significant time & effort

AUTOMATED PROCESSING

All of the manual consolidation is automated in the tool saving the commercial operations team multiple days’ worth of effort

FLEXIBLE PERFORMANCE REVIEWS

The EPT allows the manager to enter objective reviews as well as subjective reviews in form of comments

AUTOMATED RANKING

The EPT provides a user friendly UI for the commercial operations team to be able to review summaries for the entire sales force and determine different ranking scenarios before seeking approval of senior leadership.

RESOURCE INDEPENDENT

No small exchanges- The Excel reports were transformed into individual views in the tool for the field personnel and their managers. Both the reviewer and reviewee can add their inputs directly in the the tool without any exchange of files over email

EASE OF ACCESS

With the launch of the tool, all performance reviews are just a click away for both field personnel and headquarters. This made the process individual independent

INCREASED FLEXIBILITY

With each year, the performance metrics change. In the past this would require significant effort to incorporate these changes in the manual process. With the EPT, performance metrics can be added, deleted and modified easily quarter over quarter

Want to learn more?

Understand the performance of your field personnel better

Contact our expert commercial operations team today to break down the barrier between data and insights.

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