A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. Plans would then be designed to measure this data against organizational goals to determine sales compensation.

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. sales force by 24%.

Medical sales – tailoring sales to physician preferences – An STC Classic

Sales Training Connection

And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult. So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. 2012 Sales Horizons, LLC. A Classic - '63 Corvette.

MedTech sales – understanding healthcare value propositions is a new key to success

Sales Training Connection

MedTech Sales. The question at hand is what is the right “go to market” strategy in order to capture significant market share as an uncertain future unfolds. Interested in MedTech sales? Download our new whitepaper – Getting MedTech Sales Strategy Right.

Pharma sales – it’s a different world

Sales Training Connection

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. 2013 Sales Momentum ® LLC.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

MedTech sales. Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. 2014 Sales Horizons, LLC.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Some Sales 2.0

Can Pharma’s Woes be Tied to Poor Business Acumen?

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. The number of sales reps has declined significantly over the last 4 years. The days of adding sales forces are dead and companies are struggling to find ways to deliver value to their customers.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. Those who know the market best say the change is likely to continue. Existing Sales Force.

MedTech sales: when customers change – so must you

Sales Training Connection

Transformation changes affecting medical sales. In times of transformational market change there are new winners and losers. Among market leaders the journey of change has already begun and will continue as the future unfolds. 2014 Sales Momentum, LLC.

Gartner Interview: Top 3 Challenges for Sales Enablement Technology Selection

The ROI Guy

Tad Travis, a Director in Gartner Research, is responsible for the CRM sales research agenda. Tad cut his teeth in pharmaceutical sales enablement before joining Salesforce, so he knows his stuff on both the demand and supply side.

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. In the B2B world, your sales force is actually your loyalty program.

5 Things Good Content Marketers Know About How to Grow Your Business by Jayna Locke

Increase Sales

Some days business marketing seems exciting and ripe with opportunity. Take the thrilling wonderland of social media marketing, for example. In this post we’ll share some of the secrets of good content marketers. What are they doing that leads to new clients and closed sales?

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Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

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Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? If you don’t need sales reps, you’re not innovating. .

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Louise C– serves as Senior Director, Hospitality Marketing.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

The debate within sales right now is whether cold-calling works. As a Senior Sales Development Representative (Sr. Hyper-personalized cold emails are a main tenant of account-based sales development (ABSD), but they’re not appropriate all the time. In this case, listening to a podcast was all it took: Hey Kara – I listened to you on the Sales Acceleration Podcast on my way to work this morning and loved your insight on the future of sales development.

MBO Examples to Kickstart Your Sales Team Engagement


Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. And, they can have a big impact on sales team engagement and motivation. How MBOs Affect Sales Team Engagement and Motivation.

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. Sales rep turnover.

Is Your Customer at the Center of Sales Onboarding?

Sales Benchmark Index

As an experienced sales leader, new hires are essential to Making the Number. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. Sales Onboarding vs. Sales Training.

5 Myths About Working with Millennials in Sales (Debunked!)

Sales Hacker

The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals. For years, the sales world has heard endless stories about Millennials and what makes them tick. appeared first on Sales Hacker.

For a Client Base Built on Relationships, Social Selling Unlocks Doors

Sales 2.0

This is a guest post by Russ Korins, Director of Marketing, Cohen Tauber Spievack & Wagner P.C. But how does a Sales 2.0 A Sales 2.0 world hasn’t really changed how we market our firm. Customers Sales 2.0

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

‘Adelaide-based artificial intelligence software vendor Complexica secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst.

What is the Best Commission Strategy to Motivate Sales Reps?


That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Comp Planning Sales Comp

Do You Seek the Better Solution?

Smooth Sale

There have been occasions where it felt as if the doctor was on commission from the pharmaceutical company. Credibility and trust determine the viability of the sale. But the classic sales books provide sage advice. Sales Tips to Seek the Better Solution. Sales Tales. .

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Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. The importance of middle managers can be especially significant in industries and fields that value innovation, like computer games, software, consulting, biotech and marketing, according to Mollick. 2014 Sales Momentum, LLC.

Successful Strategy Execution

Steven Rosen

Many companies have highly sophisticated rigorous marketing processes, resulting in strong brand plans and marketing strategies. Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives.

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

College graduates – should you consider a sales job?

Sales Training Connection

Sales reps and new college grads. From time to time we come across articles that tell a tale of doom for Sales as a career. The stories predict dramatic reductions in the number of sales reps as the future unfolds. 2015 Sales Momentum, LLC.

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergan)


Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

Why You Need to Know “The Need behind The Need”

Miller Heiman Group

Business buyers in today’s complex market are short on time and long on information. These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads. Similarly, world-class sales professionals can’t take a prospective customer’s expressed need—or the solution that will meet that need—at face value.

Three Hot Industries For Ambitious Sales Pros


Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing. That’s why it’s important for those working in sales to keep a watchful eye on the industries that are currently in a growth phase or are likely to be entering one in the near future. Current market forecasts indicate that the global healthcare industry will be worth 2 trillion dollars this year alone. Sales Management For Sales Pro

Top 10 Sales Tips To Stay In Control When The Market Feels Out Of.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training.

The 20 Best Sales Movies of All Time [Updated for 2018]

Hubspot Sales

The Best Sales Movies of All Time. Kurt Russell plays a hotshot used car hustler who dreams of running for state senate in Robert Zemeckis’s outrageous sales satire. As Mamet’s cautionary tale makes painfully clear, sometimes you’ve got to sell your soul before making a sale.

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How to Become a Medical Sales Rep (Even If You Have No Experience)

Hubspot Sales

How to become a medical sales rep. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. Medical sales is highly rewarding but requires a solid commitment.

Mylan Sold Its Soul – Will Your Sales Team?


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 For starters, niche drugs like EpiPen have virtually no competitors because of the way they cornered the market. This applies to all companies, as all companies have sales teams that are driven by incentives to fuel the bottom line – and this is not a bad thing.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergen)


Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

Avoiding a Product Launch Failure: How Modern Learning Reduces the 3 Biggest Risks


According to a McKinsey report on drug launches , more than half of new medical devices and nearly two-thirds of new drugs fail to hit their sales targets. The biggest cost, of course, is missed sales targets because sales target attainment is key to market traction.