This resource is designed to help you understand the specialized terminology and acronyms used throughout the CEX Incentives platform.
Whether you are new to the system or need a quick reference, this glossary provides clear definitions for all technical terms, industry-specific concepts, and abbreviations you’ll encounter while using our solution.
For ease of navigation, terms are listed alphabetically.
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If you cannot find a specific term or acronym, please contact our support team at [email protected], and we will be happy to assist you.
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Understanding these terms will help you navigate the system more effectively and make the most of the CEX Incentives Management platform’s capabilities.
| Term | Description |
|---|---|
| Bonus Scheme | The framework defining how performance is measured and rewarded, including KPIs, payout curves, weights, and eligibility criteria. |
| Brick Allocation | A geographic or organizational method of assigning territories to representatives. |
| CEX (Commercial Excellence) | The suite of solutions designed to optimize sales effectiveness in pharmaceutical and healthcare organizations. |
| ComEx (Commercial Excellence) | A department or function responsible for developing and implementing commercial strategies to improve sales effectiveness. |
| CPA (Call Plan Adherence) | A metric that measures how closely sales representatives follow their predetermined customer visit schedules. |
| CSV (Comma-Separated Value) | A file format used for importing and exporting data to and from the system, particularly for KPI values. |
| Custom KPI | User-defined performance indicators that can be manually updated, as opposed to predefined KPIs. |
| Cycle | A defined time period with start and end dates during which performance is measured and bonuses are calculated. |
| Data Collection | A phase in the bonus scheme workflow where KPI values are gathered and entered into the system. |
| Dynamic Market Share | A metric measuring how a product’s sales are evolving compared to overall market evolution. |
| Eligibility Criteria | Conditions that must be met for a representative to qualify for a bonus or portion of a bonus. |
| ETL (Extract, Transform, Load) | A process used to collect data from various sources, transform it to suit operational needs, and load it into the system. |
| Evolution Index | A metric measuring a product’s sales evolution relative to market sales evolution. |
| Exception Manager | A user with permission to review and approve/reject bonus exceptions. |
| FLM (First Line Manager) | The direct supervisor of sales representatives who is responsible for their performance, coaching, and bonus review. |
| Global Position | A role with visibility and action rights across multiple teams. |
| GM (General Manager) | A senior leadership position with overall responsibility for business operations within a country or region. |
| Growth Index | An indicator measuring product sales evolution compared to market sales evolution. |
| HCP (Healthcare Professional) | The primary customers of pharmaceutical sales representatives, including doctors, nurses, and other medical staff. |
| HR (Human Resources) | The department responsible for managing employee-related processes, including compensation and bonuses. |
| KPI (Key Performance Indicator) | Measurable values that demonstrate how effectively an individual is achieving key business objectives. |
| MCCP (Multi-Channel Customer Plan) | A strategy for engaging customers through various communication channels. |
| MKS (Market Share) | The percentage of total sales in a market attributed to a specific product or company. |
| OTE (On Target Earnings) | The sum of money an individual should receive as a bonus if they achieve 100% of their targets on all KPIs. |
| Payout Curve | A function that translates KPI achievement values into performance values for bonus calculation. |
| PID | Represents the market or country. |
| Predefined KPI | Standard performance indicators that are already configured in the system and are typically populated automatically. |
| Qualifier | Another term for eligibility criteria. |
| Relevant Market | A set of products, including own products and competitor products, that fit in the same category. |
| REP (Representative / Sales Representative) | An employee responsible for promoting products to customers and achieving sales targets. |
| Shadow Position | A historical record of a position after a change has been made, shown with special highlighting in the interface. |
| Single Position | An individual contributor role within a specific team. |
| SSO (Single Sign-On) | An authentication method that allows users to access multiple applications with one set of credentials. |
| SvT (Sales versus Target) | A metric comparing actual sales performance against established targets, typically expressed as a percentage. |
| TCFA (Target Call Frequency Achievement) | A KPI measuring the extent to which a sales representative meets predefined targets for customer interactions within a specified period. |
| Team Position | A role within a specific team that has direct reports. |
| Team Structure | The configuration of positions (both representatives and managers) within a team for a specific cycle. |
| Value Type | An attribute for Custom KPIs determining how values are displayed (Decimal or Percent). |
| Write Permission Types | The different levels of permission for updating KPIs (Basic, Advanced, Any). |
| WYSIWYG | “What You See Is What You Get.” Refers to the content editor used for creating bonus scheme sections, where the edited content appears as it will in the final output. |
| Δ (Delta) | A symbol used to represent the difference or change between two values, often used in KPI calculations. |
| ΔΔ (Double Delta) | A symbol used to represent the comparison of two different change measurements, frequently used in market share analysis. |