Changes in emerging environmental trends facing the pharma industry are requiring companies to rethink different strategic and operational sales force plans that ultimately drive new outcome measures. Among these sales force changes are considerations to implement incentive compensation designs that move away from traditional Rx-volume measurement. Despite noted challenges, this paper explores why companies need to consider developing the right incentive compensation plan design to drive appropriate behaviors and activities that affect new outcomes in response to environmental trends in an ever-changing pharma world.
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