A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. Where do you think pharmaceutical sales compensation plans are headed?

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.

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Overcoming “Failure to Impact” Syndrome

Steven Rosen

Create a better incentive plan. Change Management Leadership Pharmaceutical Sales Management Coaching Uncategorized sales impact sales management sales management trainingThis year was tough; next year’s sales prospects look even tougher.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

Truly mobile B2B sales organizations, like those of retail merchandisers and pharmaceutical companies, need to be much more agile and results-ready than laptop computers equipped with CRM allows them to be.

Mylan Sold Its Soul – Will Your Sales Team?

OpenSymmetry

Just last year, in 2015, CEO Martin Shkreli of Turing Pharmaceuticals was under fire for buying the drug Daraprim from Impax Laboratories and raising the price from $13.50 From executive compensation and incentive strategies to the legislative framework, we will dissect this case to address the fact that this is not just a problem plaguing Big Pharma, but any entity that drives people within the organization to a goal through incentive compensation.

The Right Reward System is Worth Its Weight In Gold?Or Balloons?

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. But the incentive isn’t the balloons themselves, it’s what they symbolize: the outward recognition of their accomplishments. We know a manager who tried a similar playful reward system using toys from the kiddie TV show Bob the Builder as incentives, trying to make Bob’s catchphrase a rallying cry: “Can we build it? More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443.