A proper incentive compensation strategy (IC) is key to driving sales rep-physician engagement and motivating the salesforce to achieve performance goals. However, nationwide lockdowns shuttered doctors’ offices and compelled commercial operations to go remote.
Subsequently, life sciences companies faced new challenges, including weak field productivity and detailing restrictions. In 2021, the industry understands the pandemic’s effects on IC plans better than in the early pandemic. Together, Axtria and its clients are testing new, effective strategies to increase sales rep engagement while securing sales operations.
This article is featured recently in WorldatWork’s Workspan publication and is authored by Axtria’s Asheesh Sharma, Head for Commercial Excellence, Abhijit (Abhi) Paul, Director of Commercial Excellence, Daniel Stewart, Director of Commercial Excellence, and Rebecca Lorenzo, Marketing Associate.
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