Axtria conducted first of Commercial Excellence webinar series on “Address key challenges while designing Incentive Compensation (IC) plans for multiple indication brands.”
It is estimated that more than 50% of major cancer drugs marketed in 2014 were multi-indication, and their volume is estimated to grow to at least 75% by 2020. As per drugs.com there have been 32 instances of drugs been approved for the treatment of additional indication in last 6 months (Aug’17 to Jan’18).
With focus on specialty drugs (read Oncology) increasing every minute, there is a significant current and future shift towards multi-indication products.
The webinar addressed various challenges rising from multi-indication drugs impact and sales operations including team structure, sales crediting, incentive payouts and most importantly sales team motivation.
The attendees learnt the following in the webinar: