RESOURCES | BLOG

Collection of Insights, Advice & Learnings on Life Sciences Commercial Strategy

Sales Compensation John W. Keon, Ph.D. Sales Compensation John W. Keon, Ph.D.

The Major Frameworks of Commission Sales Compensation Plans and When to Use Each

The various frameworks under which a commission-based sales compensation plan can be designed offer biopharma companies great flexibility in tailoring a plan to the unique needs of their particular sales force and product portfolio. In this blog post, we explore the three major commission frameworks and when you should use each.

Read More

Three Sales Compensation Pitfalls to Avoid for a Rare Disease Product Launch

While sales compensation design for any product launch can be incredibly challenging, it is especially complex for products that treat rare and orphan diseases. In this blog post, we explore three sales compensation pitfalls to avoid for the launch of a rare disease product.

Read More
Sales Compensation, Launch & Post-Launch John W. Keon, Ph.D. Sales Compensation, Launch & Post-Launch John W. Keon, Ph.D.

Why Forced Rank Sales Compensation Plans are Bad for Launch Products

Although the forced rank sales compensation plan is one of the most popular designs utilized for a biopharma product launch, the launch stage is actually the stage in which forced rank does the most harm. In this blog post, we explore why you should avoid forced rank sales compensation plans for a product launch.

Read More
Sales Compensation John W. Keon, Ph.D. Sales Compensation John W. Keon, Ph.D.

Pitfalls to Avoid in Sales Compensation Design for a Multi-Product Bag

Critical to the success of a multi-product bag is ensuring that all products get sufficient attention without taking focus away from the product(s) deemed most important. However, there are number of sales compensation pitfalls that make achieving this very challenging. In this blog post, we outline what they are and how to navigate them.

Read More
Sales Compensation John W. Keon, Ph.D. Sales Compensation John W. Keon, Ph.D.

Designing an Effective Biopharma Payout Curve – Part 1: Payout Curve Shapes

One of the most important elements of biopharma sales compensation planning is the design of the payout curve against which bonus is awarded. However, there are many aspects to payout curve design that make knowing how to design the best curve challenging. This three-part series will explore these aspects, starting with the shape of the payout curve.

Read More
Sales Compensation John W. Keon, Ph.D. Sales Compensation John W. Keon, Ph.D.

Why Your Sales Compensation Plan May Not Be Properly Identifying Top Performers

Critical to retaining your sales force is ensuring that the sales compensation plan properly recognizes and rewards top performers. However, a number of metrics actually fall short in successfully doing so. In this blog post, we will explore some of these metrics and what you can do to ensure your plan is properly identifying top performers.

Read More

Clients We’ve Served

Join the companies that have revolutionized their sales compensation and sales optimization strategy with The Marketing Advantage, from small start-ups to multi-national corporations.



Additional Tools & Resources

Case Studies

Read some case studies with real biopharma companies that showcase the power of our sales compensation and sales optimization solutions.

Tips

Explore a variety of tips dedicated exclusively to life sciences sales compensation based on our over 30 years of experience in the industry.

Books

See what publications we’ve released over the years on pharma, biotech and medical device sales compensation and sales optimization.

Experience the power of solutions customized to you.