Managing Incentive Compensation during COVID-19


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Managing Incentive Compensation During COVID-19: Point-Of-View On Managing Sales Force Incentive Program Strategy

Life Sciences companies are grappling with the huge impacts that the global coronavirus pandemic is creating for day-to-day lives, health systems, and the global economy. Countries and localities have instituted travel bans and social distancing mandates, including closing non-essential businesses, to help contain the spread of the virus. In-person access to healthcare providers has been limited to just patients seeking treatment. While some of these measures are likely shorter-term in nature, experts are predicting longer-term impacts throughout 2020.
Pharma companies, and their sales forces in particular, are seeing huge disruptions. Access to health care providers is reduced or eliminated in much of the world, sidelining sales reps from their normal personal promotion work. Companies are grappling with how to proactively manage these key employees (and this key asset), considering the full sales operations landscape and incentive compensation (IC) plans, during these unusual circumstances.
In this webinar session, Axtria will:
  • Provide an overview of how COVID-19 is disrupting the sales force and impacting all sales operations areas, with a focus on IC.
  • Discuss the key objectives sales operations leaders are focused on when considering IC changes, including employee safety, sales force engagement, and effective use of IC budgets.
  • Look at the IC levers available to sales operations leaders while managing the impact of COVID-19 from a short-term, medium-term, and long-term perspective.
  • Review some of the commonly used tactics and strategies that pharma companies are embracing in these unprecedented times.


Date: Wednesday | April 22, 2020
Time: 12:00 - 1:00 PM EDT (US)

Click here to register for the webinar!

Learn More linkClick Here To Learn More About Axtria Incentive Compensation Benchmarking Study – 2020 Results


Asheesh Sharma
Lead, Commercial Excellence, Axtria

is leading Axtria’s Information Management and Business Operations practices and has ensured customer success of several large and specialty clients. Previously, Asheesh was the Global Head for the Sales Performance Management line of business with Cognizant and helped top tier companies across industries design, implement and administer motivating incentive plans aligned with corporate and business strategy. Under Asheesh’s leadership the practice grew to serve Top Tier firms (globally over 30,000 reps) with effective cloud computing innovation that pioneered business processes as a service. He is known in the industry for his passion for excellence, customer satisfaction and innovation. Asheesh has been involved with PMSA since 2008 and has been a featured presenter at PMSA webinars and annual conferences.

Daniel-1Daniel Stewart
Director, Commercial Excellence, Axtria

has 10+ years of consulting and Incentive Compensation design expertise. He has driven partnerships with various clients, developing sales operations roadmaps to help transform their commercial operations. Dan has directed multiple, global client teams in sales operations management and large-scale system implementations. He has helped companies win awards recognizing industry leadership in commercial excellence, and has contributed to thought leadership in the industry including webinars and conference presentations at WorldatWork, PMSA, and the Sales Management Association.

AbhijitAbhijit (Abhi) Paul Director, Commercial Excellence, Axtria

has 14+ years of experience in Life Sciences Consulting with 12 years primarily focused on Incentive Compensation design across mass markets, specialty products, rare/ultra-rare disease products, vaccines and animal health. He has helped multiple pharma client’s in the US and outside US to shape-up their IC strategy and design across various stages of product life cycle. Abhi’s current area of work involves helping clients drive innovation in IC design by leveraging intrinsic motivators and leveraging the power of customized IC plans. He has expertise in developing IC design health check framework for large pharma clients. He specializes in incentive plan design, IC solution building, IC platform development and thought leadership. He has authored multiple IC design point-of-view, white papers.

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