How Do You Hold the Field Force Accountable for Givebacks?


    Medical Device companies face a lot of pressure to maintain their profit margins. These pressures can be exacerbated when the field force has too much leeway in the amount of discounts and rebates they offer their customers. This can be acceptable if there is a strategic initiative in place, however, this should be the exception, not the rule. To better align your financial profitability to your sales performance there are several methods that can be implemented. This video talks about the different methods of sales crediting along with their benefits and shortfalls.