How Automated Reporting helped Sanofi create a Single Source of Truth to Drive Sales

1565 man-hours in monthly efforts saved on report generation and circulation
319 integrated sales manager reports distributed through scheduled emails to 6 divisions
5 man-hours/month required in all to create a single source of truth for each stakeholder

Business Challenge

Tedious, time-consuming and fragmented sales performance evaluation and reporting

At Sanofi the Sales Operations function monitors and reviews sales performance using reports containing data related to Primary Sales, Secondary Sales, Market Share, and KPI analyses related to employee performance such as Call Average and Coverage.

The team deployed a BI tool for generating the Primary Sales report while Secondary Sales, Market Share, and Employee Performance reports were created separately in Excel. The manual handling of disparate reports, transferring the findings into a PowerPoint File and then distributing it among the Area Managers (AMs), Regional Branch Managers (RBMs), Business Unit (BU) Heads and National Sales Managers (NSMs), was proving to be time-consuming and tedious for the team. They were looking to consolidate and centralize the reporting to streamline the process and draw better conclusions from the report itself. The element of manual effort led to a fragmented result despite adopting BI in their efforts to derive insights from data reserves.

Issues Identified

  • The Operations Support team manually creates and distributes monthly reports for managers at varying hierarchies assigned to respective geographical districts, territories, areas, regions, and business units for PAN India sales
  • The reporting includes a predefined set of KPIs which cover an overview of Primary Sales, Secondary Sales, Market Share, and a select few Employee Performance related metrics that restrict the scope of the report
  • The team uses the firm’s internal systems to extract data, manually populate the numbers on Excel spreadsheets and create tables and visualizations. Trend and sales growth figures are analyzed within the spreadsheets and then migrated to Microsoft PowerPoint (PPT) to create the final report
  • Given the number of divisions and levels of hierarchy involved the creation and sharing of reports is a manual, decentralized, and inefficient task
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Company Overview

Sanofi is among the world’s most reputable pharmaceutical companies providing innovative therapeutic solutions in 170+ countries with the commitment and dedication of its 100,000+ strong workforce. Sanofi has been present in India since 1956 and is well-known as the maker of household brands in pain and allergy and is actively contributing to keeping India polio-free. It has 2 manufacturing sites and 2 development centers with 5000+ employees committed to India’s healthcare development.

Pharmaceuticals & Healthcare
Use Case
Sales Performance Report