Background
For example, HCA Healthcare is one of the largest health systems, or IDNs (integrated delivery networks), in the United States. HCA Healthcare is based in Nashville, TN but with its network covering multiple states including FL, TX, SC, etc. While analyzing their sales data and consulting with the reps, we noticed that it’s quite common that the sales are only collected at the parent account level, while the actual sales are initiated in its children accounts in a different geography. The misalignment may direct the reps to the wrong places and causing inaccurate information in targeting and IC operation. The impact is more significant with oncology or account/hospital setting products, and eventually result in sales force inefficiency and hurt the product performance.

Solution

KMK’s Split Credit Tool is a comprehensive sales credit optimization application designed to accurately allocate sales credit to the corresponding territories for the purpose of sales quota design, IC payout calculation, etc. KMK’s Split Credit Tool seamlessly implements split credits through mid-quarters and post-quarters, as sales are commonly divided between multiple territories.
The Split Credit Tool allows sales reps to apply credits to multiple territories, removes friction from the management team’s approval process, optimizes for imprecise data, and saves time and energy across the board.
Portal Functionality

KMK proprietary online platform, allow quick set-up and single sign-on access

Connected with KMK IC platform, inputs could directly feed and used for IC administration

Customized portal access and business rules for authority to view, submit and approve requests

Reps will review a full list of accounts in their geography (or high level) and their brand sales history; Submit requests to allocate the sales to the right account

Managers/Directors will receive daily notification for requests submitted in their geography; Review and approve or reject the requests in the portal
Managers/Directors will receive daily notification for requests submitted in their geography; Review and approve or reject the requests in the portal

Simplicity
Replace field input collection thru excel, allow quick and seamless submission and approval process

Accuracy
Significantly minimize the mistakes and duplicates thru multi-level check point within the tool

Timeliness
Allow reps to update sales allocation and understand the real account performance in a timely fashion

HQ Resource efficiency
Free up internal resource from the manual process

High field force morale
With more accurate data, client could use goal-based IC approach instead of rank or MBO plan to set more reasonable and attainable expectations and reward for better performance

Field resource optimization
More accurate data allows better understanding of the market opportunities, and be able to allocate field personnel to achiever better sales result
Want to learn more?
Looking for a holistic IC plan?
Contact our expert SFE team today to break down the barrier between data and insights.