AI for sales force effectiveness, sales KPI dashboards and commercial operations at Galderma India.

The starting point.

Galderma India's Commercial Excellence team, including the head of the function and the BI, SFE, commercial operations and training managers, needed faster sales analytics and less manual reporting. One example from the pre-programme survey was territory and SKU-level quota setting: the team wanted a model driven by market growth, internal growth, rep tenure, productivity and market share that could simulate scenarios, flag outliers and explain each target in plain language.

How the engagement was structured.

• Personalised AI assistants for each role: Head of Commercial Excellence, BI Manager, SFE Manager, Commercial Operations and Training.
• Day 1: AI for web and deep research, HTML tools built with AI (a general dashboard, a sales KPI dashboard, an SFE model, big-data analysis and a learning assessment), NotebookLM on Galderma's FY 2025 results and annual report, Gamma and Napkin for briefing documents, and a prompting agent.
• Day 2: Copilot agents, Excel VBA automation (file indexing, data handling, event-based alerts, file sorting and PO-to-invoice reconciliation), Power Query, Copilot in Excel and Outlook mail automation.
• Closed with AI risk and regulation, including the DPDP Act, EU AI Act and ISO/IEC 42001, as post-read material.

What changed.

• The team built working prototypes of sales KPI dashboards, an SFE model and a learning assessment during the labs.
• Commercial operations gained automation for recurring data handling, alerts and reconciliations.
• The team had a clear path to AI-assisted quota setting and territory analysis grounded in its own KPIs.