Streamlining Sales Operations: How McKesson Planned for Growth

Optymyze helped McKesson scale their sales operations after many years of intense M&A activity.

 

McKesson’s Sales Operations Challenge

Watch Stephen Long, VP of Sales Compensation at McKesson, explain how the healthcare giant improved sales performance by consolidating its sales operations, overcoming significant challenges. After five years of acquisition-fueled growth, McKesson was struggling to reconcile its various sales operations processes and sales incentive programs.

The Optymyze Solution

Watch Stephen Long, VP of Sales Compensation at McKesson, explain how the healthcare giant improved sales performance by consolidating its sales operations, overcoming significant challenges. After five years of acquisition-fueled growth, McKesson was struggling to reconcile its various sales operations processes and sales incentive programs.

New automated tools facilitate attainment and improve sales performance by increasing visibility and transparency for McKesson’s sales compensation plans – helping the company gain more trust from its salespeople while saving them a lot of time.

The solution makes its value known at higher levels, too, positioning McKesson for swift adaptation to changes in the marketplace and its customer base.

Taking Sales Operations to the Next Level

What’s next? With three-quarters of the implementation completed in terms of sales force coverage, McKesson is currently working to bring the Optymyze sales operations solution to the remainder of the team. The healthcare company is also looking to build new territory management and goal-setting capabilities with the help of Optymyze.

One piece of advice from Stephen: Don’t wait until you make acquisitions! Instead, look ahead and upgrade your sales operations before an inciting event forces change. “That’s what we went through, and it was quite painful: trying to harmonize the compensation plans, build a tool and a data warehouse all at the same time,” Stephen says.

Watch the full interview to learn all about how Optymyze has helped McKesson streamline its sales operations.

“Don’t wait until you make acquisitions! Try to look ahead and upgrade your sales operations before that happens.”

Stephen Long, Sales Compensation VP, McKesson