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Best Practice Database
Sales and Marketing » Strategic Alliances » Improving Sales and Marketing Effectiveness » Sales Force Incentive Management
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The successful management of sales teams from two different organizations during a co-promotion effort is a vital yet challenging component to the increased sales and greater returns for both companies. It is often difficult to achieve the necessary cooperation between partners given the fierce sales environment among individual competitors in the pharmaceutical industry. The following practices show how some top pharmaceutical companies overcame this obstacle. This 17-page document details the ways in which the companies have harnessed the strengths of a dual sales force in a co-promotion effort to foster positive relations between co-promotion partner sales representatives as well as to lead a profitable sales campaign.