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)

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
[Webinar Invite] Weathering the COVID-19 Storm: Incorporating Beliefs, Knowledge, and Research to Boost Confidence in Pharmaceutical Sales Forecasting
Weathering the COVID-19 Storm: Incorporating Beliefs, Knowledge, and Research to Boost Confidence in Pharmaceutical Sales Forecasting In this webinar, KMK Consulting, Inc. will share real-world approaches to forecasting and market research to more accurately predict...
What Innovations are Oncologists Looking Forward to in Breast Cancer Therapy?
KMK Consulting’s Innovation and Customer Value Survey in breast cancer explores oncologists’ perspectives on the innovations they are looking forward to in the next two years, and the companies they see as best positioned to deliver them. To learn more view the...
High Cost of Medication Tops the List of Challenges for Gastroenterologists Treating IBS
Gastroenterologists cited a range of challenges treating IBS in KMK's recent Innovation & Customer Value Survey. Topping the list were the high cost of medication and patient education and understanding of the disease. Concurrently, the study found that support...
How to Reach Oncologists when Face-to-Face Interaction is Impossible
How do you reach oncologists when face-to-face interaction is no longer an option? Which social media channels are doctors using to gather medical information? In KMK's Customer Value and Innovation Study we learned that oncologists working in breast cancer can be...
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’s Split Credit Tool Improves IC Performance
KMK’s Split Credit Tool accurately links and allocates sales credit to improve the accuracy of IC plan design, IC performance and payout calculation. BACKGROUND: The United States has experienced vast changes in the health care landscape. Treatment decisions and...