Pharmaceutical; Biotech; Health Care
Pfizer; Sanofi-aventis; Merck; GlaxoSmithKline; Novartis; AstraZeneca; Bristol-Myers Squibb; Pharmacia (now Pfizer); Janssen
Sales forces seek to incent consistent high performance. Pharmaceutical sales forces use a sophisticated blend of incentives to drive sales in a fiercely competitive industry. This report, presented in slide format to encourage readability and fast learning, details the principles behind incentive programs at nine leading companies.
The companies analyzed in this study have demonstrated the ability to design programs that encourage excellent rep performance. By creatively recognizing and rewarding their high-performing reps, such companies are able to consistently achieve lofty sales objectives.
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