Prescription for a Winning Sales Force Incentive Plan is a how-to, comprehensive guide on designing effective incentive compensation plans that motivate and energize the sales force. 

Written by Dr. John Keon, Ph.D. in 2005, the foremost authority on sales force compensation for the pharmaceutical, biotech and medical device industries, this must-have guide helps companies optimize the effectiveness of their sales force by outlining the five steps to custom IC planning, identifying the strengths and weaknesses of the major compensation schemes, describing the powerful SCOR3ES® system for evaluating IC plans, and much more. This vital resource is the product of Dr. Keon's over twenty-five years of consulting experience and evaluations of over hundreds of IC plans. For anyone in pharmaceutical sales force compensation, this book is a must-have for your library!