Problem Statement

There are situations where, due to changes in the business focus, territory allocations in a team may need to be altered mid-cycle. Opening a new plan during an ongoing cycle introduces several challenges:

• Performance Tracking Issues: Mid-cycle changes can disrupt Key Performance Indicators (KPIs), such as Target Call Frequency Achievement (TCFA), making it difficult to assess field representatives’ (REPs) true performance.
• Incentive Calculation Risks: Adjusting the plan may impact bonus structures, potentially causing incorrect bonus calculations for sales type KPI or TCFA (Target Call Frequency Achievement).
• Operational Disruptions: REPs may already have planned visits based on the initial allocation. Sudden changes can lead to inefficiencies and increased workload as they adapt. Additionally, managers and finance teams will have to spend extra time updating plans, tracking systems, and ensuring fairness in evaluations.
• Reporting and Forecasting Challenges: Mid-cycle adjustments may misalign field activities with broader business goals, leading to inconsistencies in reports that complicate trend analysis and data-driven decisions.

To help you navigate this process, we provide three solutions. These solutions are listed in order of recommendation, with Option 1 being the preferred one.

For this situation, for easier understanding, we will assume Cycle 1 runs from January to April and the territory allocation changes occur at the end of February.

<aside> 💡

The following options account for the use of all the CEX Suite solutions: CEX360, CEX Incentives and CEX Target Setting. If you only use CEX Incentives, follow the steps applicable to CEX Incentives.

</aside>

Solutions

OPTION 1: Close the current cycle plan (January - April) and create a new cycle (March - April) with the new brick allocation

CEX360

You will plan the new cycle (March - April) as usual.

CEX Target Setting

1. Create Cycle 1 (January - February) and copy the current allocation.
2. Create Cycle 1 (January - February) Target Setting plan.
3. Create Cycle 1 (March - April) Target Setting plan using the already created cycle.
4. Delete the existing Cycle 1 (January - April) Target Setting plan.

CEX Incentives

You will need to update the bonus scheme structures to include two KPIs for each predefined KPI, reflecting the two time periods: