Address key challenges while designing incentive plans for Multi-Indication Brands

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:

• Challenges rising from multi-indication oncology drugs
• Sales crediting at indication level
• Levers to pull while designing an IC plan for a multi-indication brand
• IC levers to consider for a multi-indication brand