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 Incentive Compensation Plan is an investment that promotes exceptional behavior and motivates sales reps to exceed expectations. In addition, it […]

IC Plan Design in Defense of Competitive Entry

Background Addressing a client’s incentive compensation (IC) plan and implementation can have a significant and immediate impact on changing sales force behavior when priorities shift. In this particular case, our client, a global pharmaceutical company, dominated an expanding market when an unexpected new competitor arrived, eating into our client’s sales figures. Our client was previously […]