sales force effectiveness
You only get one chance at a successful launch. Invest 1% of your field force spend to increase sales by 10-20%
sales force effectiveness
Sales Force Performance Optimization through Analytics
Invest 1% of your field force spend to increase sales by 10-20%
Sales Force
Effectiveness
Advanced
Analytics
Data
Services
Market
Research
Health Economics
Outcomes Research
Designing and optimizing the sales force is critical to the success of any commercialization effort. By analyzing the data associated with sales we can provide insights that help your reps make better decisions in real-time.
incentive compensation (IC)
incentive compensation (IC)
KMK has a unique, proprietary Incentive Compensation (IC) offering — Reward For Growth™Performance-based compensation is designed to attract and retain key employees, identify with shareholders, and align interests of employees and the company. It sounds straight forward, but for business executives, it’s a complex area where creating and managing the “right” IC plan has multiple implications. This is where KMK’s expertise can be invaluable to your organization.
IC Plan and Goal-Setting
Drives intended positive behaviors
Reduce payout swings between periods
Fair goals / No volume bias / All can succeed
Stable with low volume brands
IC Operations
Payouts ready for approval within 7 business days
Clear / transparent explanation on goal creation
Simple / integrated tracking reports
Redundant validation processes to ensure accuracy
sales force effectiveness (SFE)
sales force effectiveness (SFE)
From product pre-launch to launch to growth and maturity, we help guide and support your sales force requirements and goals. To get started, we will conduct an assessment of your current sales force to optimize time, talent, and resources.
Our SFE offerings include:
- Sizing
- Alignments
- People Mapping
- Targeting
- Call Planning
- Call Plan Management
- Sales Performance Management, including IC plans
- Analysis and Support, including Vacant Territory Analysis
sales force effectiveness insights
sales force effectiveness insights
Readjusting Your Field Force in the World of COVID-19
The Coronavirus (COVID-19) pandemic is changing our lives drastically and also putting pressure on pharmaceutical companies to immediately adjust their promotional strategy. Digital promotion tactics may be a long-term investment consideration, but the more pressing...
Press Release: Allergan and Bausch Health Identified as the Top Companies Driving Therapeutic Innovation in IBS
Morristown, N.J., March 26, 2020 /PRNewswire/ -- In an ongoing series of research conducted by KMK Consulting, Inc. covering Innovation & Customer Value, Allergan and Bausch Health (backed by its Salix division) were ranked as the top companies best poised to...
Press Release: GSK, AstraZeneca, Genentech, and Novartis Identified as the Top Companies Driving Therapeutic Innovation in Asthma
MORRISTOWN, N.J., March 18, 2020 /PRNewswire/ -- In an ongoing series of research conducted by KMK Consulting, Inc. covering Innovation & Customer Value, GSK was ranked as the top company delivering superior customer value and sales force engagement, as well as...
Press Release: Genentech, Pfizer and Merck Identified as the Top Three Companies Driving Therapeutic Innovation in Breast Cancer
MORRISTOWN, N.J., March 9, 2020 /PRNewswire/ -- In a recent study conducted by KMK Consulting, Inc., covering Innovation & Customer Value in the Breast Cancer market, Genentech (a member of the Roche Group) was ranked as the top company delivering superior...
KMK’s Employee Performance Tool Streamlines HQ/Sales Rep Calibration
The KMK Employee Performance Tool centralizes all historical performance data and provides a simple and efficient platform for HQ and field leadership to conduct performance calibration and evaluation. Situation Performance evaluation of field personnel was...
KMK President Michael Karbachinskiy Weighs in on the use of AI and Machine Learning in Pharmaceutical Sales
KMK President Michael Karbachinskiy was featured in PM360 discussing the use of AI and Machine Learning in pharmaceutical sales. The best use case we have found for predictive analytics is in helping to improve pharmaceutical sales force effectiveness and to bolster...
Unlock forward looking Insights via Machine Learning
Data driven commercial analytics from general empirical to granular Today’s machine learning techniques provide us with a solid basis from which to look forward. With the help of machine learning, pharmaceutical managers can start thinking about the next area where...
KMK Value Based Medicine
Delivering Customer Value Accelerating Brand Performance in an Era of Value-based Medicine Delivering exception customer value – we hear about it every day within the circles of sales and marketing, but what does it really mean? Why is it important, and in the end,...
Pharma Companies’ Sales Reporting Efforts Often Fall Short. A look at why this occurs and how to avoid it in the future.
Since the time of blockbuster drugs and mirrored sales teams a decade ago, pharmaceutical reps’ access to physicians continues to decline each year. Studies indicate that between 36.5% – 44% of physicians are now being designated as “no access.” Despite this declining...
A Roadmap to Success: Five Guiding Principles to Incentive Compensation Planning
Attracting and retaining productive and satisfied sales representatives is paramount to the success of any commercialization effort. Likewise, the sales force incentive plan (IC Plan) is critical to achieving these goals. When properly designed, the IC Plan is an...
