Managing Pharmaceutical Sales Force Incentives for High Performance
This 15-slide PowerPoint presentation lays out the latest trends and thinking on whether to cap or uncap incentive pay from six leading global pharmaceutical companies. Featured are the exact mixes of incentive pay versus base salary and the common capping levels established. Also included are executive narratives about how to manage incentive pay, the pros and cons of capping and uncapping incentive pay and the various forms of special incentives used beyond standard bonus pay for consistently high performance. This research originated with the Best Practices, LLC Business Excellence Board (BEB.)
Sales and Marketing > Sales Management > Managing Sales Force > Performance Management
Industries Profiled:
Pharmaceutical; Biotech; Health Care
Companies Profiled:
AstraZeneca; Roche; Pfizer; Merck; Eli Lilly; GlaxoSmithK
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Sales and Marketing > Sales Management > Managing Sales Force > Performance Management
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