Sales Force Effectiveness Russia-CIS

Workshop on Incentive Compensation: Hands-on approaches enabling a deep understanding on how to best design incentive and compensation plans

Changes in the pharma landscape are resulting in the adoption of new sales models such as key account management, team-selling and regional resourcing.

This trend results in a challenge to Compensation schemes as only the activity and outputs of the total team can be linked to the resulting sales. And alongside the adoption of new sales models comes the increasing numbers and types of stakeholders in the prescribing chain. This means that measuring only the output of individual doctors within a territory is not adequate to measure the overall and inter-linked performance of the sales force. Therefore the traditional means of Compensation measurement, namely looking purely at sales output at the territory level, can no longer be the sole criteria used when it comes to bonus and compensation.

This workshop dives into the concepts and best practice approaches to diagnosing and designing Compensation schemes in this complex and ever-changing environment. Through usage of an interactive simulation, participants will emerse themselves in a typical pharmaco’s situation in which a new Compensation scheme needs to be created. Key choices and trade-offs will need to be made in terms of how to bonus sales teams. Considerations to be taken into account include level of base salary, amount of training to provide, whether to bonus activity and/or sales, specific measures to be used, optimal payout distribution, sales models to be applied, usage of extra incentives schemes and more. In addition, conceptual presentations will separately cover best practice approaches in diagnosing current compensation plans.

Participants will experience:

• Background on Compensation trends as coming from IMS european market research

• Introduction to best practice in diagnosing and designing incentive compensation schemes

• Understanding in how to measure softer measures such as strength of relationship

• Comparisons of approaches taken by different groups all competing to obtain the best sales

• Expert facilitation and results analysis

• Group discussion