Fixing Your Goals: The Biggest Challenge in Incentive Compensation

Chad Albrecht, Alex Emanuel, Tobi Laczkowski

Surveys show that most medical device companies are increasing their use of goal-based incentives for the sales force. What’s more, ensuring fairness in goals is the most pressing issue in incentive compensation for these companies.

Yet many do not make a concentrated effort to ensure fairness in their goal setting—they lack a standardized process, and may set goals too high or too low, which can hurt sales.

A formal process in goal setting can ensure fairness while helping medical device companies get the most out of their sales forces.

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