Data story: 867 sales data for IC

Data story: 867 sales data for IC

Incentive Compensation (IC) is the final stage in commercial analytics projects, following Targeting, Sizing, Alignment, Call Planning, IC Design, Business Intelligence Reporting, and IC Operations. My journey in IC began with sales crediting, where we had account-level sales data, making it straightforward to analyze territory performance fluctuations.

In 2017, ZS, I encountered a project that provided only rolled-up territory-level data for IC. After a few months of persuasion, I convinced the client to provide account-level data, enabling us to deliver more detailed insights along with IC. 

This scenario involved account-level data that wasn't initially provided. But what if the data is only available at the distributor level? 

This is where 867 shipment data comes in, which includes details on products sold, quantities, locations, and sale dates. How can we use this in IC? The data includes ship-to zip codes, unit prices, and sale quantities. With this information, we can calculate the IC payout:

Sales $ for IC: Sale quantity * Unit price from the 867 table

IC credit to territory: Use the ship-to zip column to retrieve territory details from the ZTT.

Read my previous post related to different pharma dataset

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Read past stories like above at https://lnkd.in/d9ijze8r