---
title: "Tactical Approaches for Sales Operations Leaders, Session 1: The Importance of an Efficient, Effective and Integrated Roster Management Process"
description: ""
url: "https://pmsa.org/webinars/webinar-archive/item/tactical-approaches-for-sales-operations-leaders-session-1-the-importance-of-an-efficient-effective-and-integrated-roster-management-process?category_id=5"
date: "2026-06-14T23:02:03+00:00"
language: "en-GB"
---

#  Tactical Approaches for Sales Operations Leaders, Session 1: The Importance of an Efficient, Effective and Integrated Roster Management Process

### Description

In this session, speakers will discuss the following topics:

- A brief introduction to Roster Management for Pharma and its unique value proposition to improve Sales Ops efficiency
- Why pharma operations needs to embrace roster management transformation:
- Incentive compensation eligibility relies on updated roster information.
- Territory alignments take rep location as a key input for balanced, well designed territories.
- Personnel changes, to plan for backfills, or take any other decisions for the territory
- Fleet, sampling, legal, and training systems all rely on latest rosters to plan for their respective processes.
- Key challenges faced by Sales Operations leaders in absence of a roster management system:
- Manual, Excel-based maintenance of roster data is time consuming, complex and error prone.
- Employee assignment changes all the time and often sales operations is in reactive mode to such changes.
- Reliance on HR system to maintain employee assignment data.
- A discussion of the ultimate goals of undertaking a roster management transformation and what successful implementations look like

Presenters:

- Nandana Kondur, Associate Director, Axtria
- Anuj Mahajan, Associate Director, Axtria
- Dhiren Patel, Principal, Axtria
- Gaurav Sharma, Senior Director, Axtria

### Sponsored by:

Axtria

### Back to:

[Webinars](https://pmsa.org/webinars/webinar-archive) | [Axtria](https://pmsa.org/webinars/webinar-archive/category/axtria)

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