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Best Practice Database
Sales and Marketing » Sales Management » Enhancing Selling Effectiveness » Planning and Targeting » Targeting to Achieve Territory Potential
Single User: Authorizes use by the person who places the order or for whom the order was placed.
Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.
Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.
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.
Best Practices, LLC identified and profiled the tactics embedded in these sales forces' winning incentive programs. Survey data and best practices interviews reveal the following key lessons learned: