We implemented a Sales MIS solution for a Pharma MNC using KEA, streamlining the sales data process by integrating real-time sales tracking and analytics for the field force. The solution automated data updates, eliminated manual tasks, and provided timely insights, leading to faster decision-making and improved performance. This system is now being considered for expansion across the APAC region.

Discover how a pharma MNC used Keacyte to implement a Sales MIS, helping medical reps access real-time sales data and improve goal attainment across the field force.

Sales MIS for Pharma Field Force Goal Tracking | Case Study

Implementing Kea - Goal Attainment for a Pharmaceutical MNC Company

- [Business Context](#business-context)
- [Challenges](#challenges)
- [Our Solution](#our-solution)
- [Benefits from Our Solution](#benefits-from-our-solution)

A Pharma MNC wanted a Sales MIS to be implemented for the entire field force. With the implementation, the company aimed to provide the latest updates on sales achievements to the field, including MRs, enabling them to work effectively toward their targets.

The previous practice involved consolidating all information month after month and emailing relevant files to each employee. This process consumed significant time and effort due to the following steps:

Maintaining the Sales HQ and Stockist Mapping in Excel

: Updates had to be made whenever changes occurred, requiring significant effort to keep all the links correct.

**Maintaining the Sales HQ and Stockist Mapping in Excel**: Updates had to be made whenever changes occurred, requiring significant effort to keep all the links correct.

: Sales data extracted from the system had to be converted into the required format in the Excel file.

**Formatting Sales Data**: Sales data extracted from the system had to be converted into the required format in the Excel file.

Combining Mapping Information and Sales Data

: Integrating these two datasets required constant manual intervention.

**Combining Mapping Information and Sales Data**: Integrating these two datasets required constant manual intervention.

: If growth analysis was needed, the file from the previous year had to be updated to reflect the latest mapping information.

**Linking Previous Year’s Sales**: If growth analysis was needed, the file from the previous year had to be updated to reflect the latest mapping information.

: The final output had to be sliced HQ-wise and mailed to the respective MRs, with combined HQ data sent to FLSMs and others.

**Slicing and Emailing**: The final output had to be sliced HQ-wise and mailed to the respective MRs, with combined HQ data sent to FLSMs and others.

This cumbersome process made daily sales publishing impossible. Updates were available only once a month, typically after the month ended. This delay hindered the field’s ability to take corrective actions in time to achieve current month sales. Moreover, various analysis dashboards were out of reach due to the lack of real-time data processing.

 that renders the right information to the right level based on roles and privileges. The solution includes the following steps:

KEA offers a **Sales Aggregation Platform** that renders the right information to the right level based on roles and privileges. The solution includes the following steps:

: Ensuring accurate and up-to-date master data.

**Master Data Maintenance**: Ensuring accurate and up-to-date master data.

: Facilitating data presentation by aligning different datasets.

**Mapping Between Various Masters**: Facilitating data presentation by aligning different datasets.

: Extracting and integrating sales data directly from the source system.

**Integration with Source System**: Extracting and integrating sales data directly from the source system.

: Integrating master data, mapping information, and sales data.

**Combining Data**: Integrating master data, mapping information, and sales data.

: Ensuring past sales data reflects the latest mapping information.

**Updating Past Sales Data**: Ensuring past sales data reflects the latest mapping information.

: Creating comprehensive analysis dashboards.

**Generating Analytics**: Creating comprehensive analysis dashboards.

[Benefits from Our Solution](#benefits-from-our-solution)

 provided required data across all levels with robust built-in analytics. Key benefits include:

The use of **KEA-Goal Attainment** provided required data across all levels with robust built-in analytics. Key benefits include:

: Simplified data retrieval and usage for all users.

**Information**: Simplified data retrieval and usage for all users.

: Ensuring fast and reliable data processing.

**Performance**: Ensuring fast and reliable data processing.

: Ensuring the accuracy and reliability of all data.

**Data Validations**: Ensuring the accuracy and reliability of all data.