Plan version

The dated version of a compensation plan, rates, thresholds and accelerators, effective for a period. Every rep's commission calculation cites the version in force for that period, and a mid-year change applies from its effective date, not to the whole year.

DefinitionThe dated version of a compensation plan, rates, thresholds and accelerators, effective for a period. Every rep's commission calculation cites the version in force for that period, and a mid-year change applies from its effective date, not to the whole year.

The fifth check

Before the commission run: every rep on the version effective for the period. A rep on last year's accelerator is an error in either direction.

Same idea as metric definitions

Versioned, dated, cited. A change without a version restates history.

How it is used

Each compensation plan, call plan or target list is stored with an effective date range. Every transaction or call is assessed against the version in force on its date.

Example

A call plan was revised in week six, adding twelve targets. Attainment for weeks one to five uses version 1 and for weeks six to twelve uses version 2.

Where it goes wrong

Only the latest version kept. Last month's attainment cannot be reproduced and disputes cannot be settled.

Articles that use this term

Territory, capacity and quota planning

Five data checks before the commission run, so the payout is right the first time

Five checks a sales operations team runs on the crediting data before commissions are calculated: credited revenue equals the ledger, every split sums to one, every credited line has an assignment in force on its date, overlay credit sits apart from split credit, and every rate and threshold is on the current plan version. Each with the failure it catches, the exception list it produces, and why a payout corrected afterwards costs more than the check.

16 Sept 20262 min read Data quality and reconciliation · Pharma

Off-plan calls and plan versions: the two things that break pharma cycle reporting

Why reach and frequency numbers drift when the call plan changes mid-cycle or calls are logged against prescribers who are not on it, how to keep plan versions with dates so every call is measured against the plan in force, and how to report off-plan calls as their own line rather than losing them.

16 Sept 20263 min read Coverage and territory · Pharma

Reach and frequency for pharma sales teams, without the Friday spreadsheet

How a pharmaceutical field force computes reach and frequency per rep, territory and prescriber tier from the CRM call export and the call plan: the definitions, the roll-up that reconciles to the plan, a worked cycle, and the four ways the number is usually wrong.

16 Sept 20264 min read Coverage and territory · Pharma

Ten questions a pharma commercial head asks, and the table that answers each

The ten questions a pharmaceutical commercial head puts to the field and market access teams, what is reach and frequency among accounts that can prescribe, which calls went to blocked accounts, did the formulary win pull through, which territories are balanced on writable potential, which samples moved anything, which accounts have open access and no call, what did the cycle plan say against what happened, where did access change this month, which reps are off plan, and what changed, each with the table from the call log, the access file and the prescription data, and the answer to send back.

16 Sept 20263 min read Alternatives and comparisons · Pharma

How to choose analytics software for pharma: questions, data and traps

How to choose analytics software for Pharma: the questions, the data, ten vendor questions and the traps.

24 Sept 20264 min read Board and management reporting · Pharma

Commercial KPIs for pharma sales teams: ten measures that matter, each with its formula and the export it comes from

The ten commercial KPIs a pharmaceutical sales organisation should run on, each with its formula, the export it comes from and what it tells you: reach and frequency among accounts that can prescribe, calls on blocked accounts, access-weighted territory potential, pull-through after a formulary win, call plan attainment by plan version, sample to prescription relationship, target list currency, new prescriber activation, share within accessible accounts, and off-plan call rate. Also the three measures most teams miss, the figures to drop, the identities, and who owns what.

17 Sept 20264 min read