Situa tion Our client, a national pharmaceutical manufacturer, creates therapies for the treatment of respiratory diseases and disorders of the central nervous system, such as anxiety, depression, epilepsy, and schizophrenia. In 2017, the company launched several new products, doubling its product portfolio – a change accompanied by commensurate increases in the organization’s size and the complexity of its commercial processes, sales teams, and quota-setting process. Almost overnight, they had gone – in the words of their Executive Director of Commercial Process Optimization – “from playing checkers to three-dimensional chess.” Challeng es Due to the combination of their forecasted growth and their heavily manual and labor-intensive process, our client knew that quarterly quota-se

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