Everest Group Life Sciences Digital Services Specialists PEAK Matrix® Assessment 2024

This white paper looks at a simple but important research question – why do pharma companies have incentive compensation (IC) plans that cap their at-risk sales rep compensation? This paper provides reasons why such caps are not justified on both theoretical and empirical grounds, notes counterarguments to those who argue for IC caps, and offers two typical case studies that reveal both negative ...

The rapid spread of COVID 19 has resulted in pharma companies facing significant ramifications on their business, requiring a change in assumptions, thinking, and decisions going forward. One such critical area of effect from the pandemic is on incentive compensation (IC). Pharma company investment in the sales force is significant in both personnel and economic terms. Mandates on social ...

Companies spend between 10% and 40% of their total revenue on their sales force - Bain, Frontline of Healthcare Report Over 70% organizations feel their employees do not understand the compensation philosophy - workatwork.org Incentive Compensation (IC) can single-handedly make or break your sales force. It’s a process that sales and commercial leaders constantly strive to get right and implement ...

The pharmaceutical industry is undergoing a significant transformation - shifting away from the development of blockbuster drugs to a more value-driven approach based, increasingly, on specialty medicines for niche markets and patient outcomes. For the commercial operations landscape, specialty medicines come with their own specific challenges across data integration and data coverage. Further, ...

Incentive Compensation (IC) is one the key drivers of sales force effectiveness. To properly administer a sales incentive program it is important to recognize that IC is a dynamic process that must regularly flex and adjust to marketplace and corporate challenges. As commercial operations teams adjust their plans to account for these conditions, they must also strike a balance to ensure their ...

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 ...

Incentive Compensation is one of the most important drivers for sales force productivity and effectiveness. Sales teams today continue to form a significant driver of a firm’s topline, and hence having an engaged sales force is critical for corporate success. Sales compensation is a significant line item in any firm’s budget, so achieving optimal return on this investment is a topic of keen ...