Goaling & Incentive Compensation
We design compensation plans for pharamceutical, biotech, and medical product sales forces.
Our experience encompasses launch, growth stage and mature products. We establish pay/performance relationships that fix prior plan shortcomings and address current business opportunities — balancing motivating power with fiscal responsibility.
What sets us apart?
- Our experience in quickly diagnosing problems — sometimes hidden problems — within your current plan.
- Our deep understanding of many different payout approaches to help you select those that best fit your sales opportunities and challenges.
- We explicitly consider Managed Care status in determining attainable potential available to each sales territory when determining goals.
- Our proprietary tools to measure the impact of different goaling algorithms, to establish "same-stretch," unbiased sales targets for each sales person.
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Our use of simulation techniques to specify incentive plan cost under alternative performance scenarios — ensuring plan affordability, plan approval with less re-work, and improved forecast accuracy.
To learn more, see our Issue Spotlight on Goaling & Compensation