Insights

Four Steps for Building Incentive Compensation to Support New Pharmaceutical Sales Models

Stephen Redden, Steve Marley

Incentive compensation is motivational fuel for any sales model – and that includes pharmaceutical sales models that improve local targeting and resource allocation while addressing customer needs. One sales model, which we call "differential resourcing," is becoming the dominant approach for the pharmaceutical industry, but can present challenges to building an effective incentive compensation plan.

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