Achieving success in the competitive pharmaceutical industry requires a highly effective sales force. To ensure this, teams must follow key steps: defining target market, identifying territories, monitoring rep performance, and implementing a strong incentive compensation plan. However, these plans are usually reactive and don’t always guarantee success. How can we become proactive and understand why some team members under-perform?

We believe sales force effectiveness is all about the interactions between physicians and reps during and after sales calls. By unravelling this dynamic, we can pinpoint what truly leads to effective performance. In this presentation, we will share our principles for enhancing traditional incentive compensation planning with behavioral science-based primary market research.

Download the presentation given by Andrew Pilecki, Associate Director of Strategy & Insights, and Madhura Desai, Director of Commercial Analytics, at the 2023 PMSA Fall Symposium and learn KMK’s approach to enhancing traditional incentive compensation planning with behavioral science-based primary market research.