Collection of Videos on Commercial Strategy for the Pharma, Biotech, and Medical Device Industries

The Hidden Problem With “No Bonus” Sales Compensation Plans

A sales comp plan should NEVER be designed so that a portion of the sales force earns no bonus. When reps anticipate not earning a bonus, they become disengaged, ultimately resulting in lost sales.
Goal versus Quota

The terms “goal” and “quota” evoke different connotations. A goal is something to aspire to, while a quota is something imposed, thereby making goal the preferred term.
Forced Rank Flaw

Because forced rank sales compensation plans don’t retain performance differences between ranks, they often do not pay for performance
Group IC Bonuses Don’t Work

Tying a sales force’s IC bonus to group performance (i.e., nation or region) does not drive sales
Designs to Avoid for Rare Disease Product Launch

Dr. John Keon, President of The Marketing Advantage, discusses some of the primary sales compensation designs or plan types to avoid for the launch of a rare disease product.
Challenges of IC Planning for Rare Disease Product

Dr. John Keon, President of The Marketing Advantage, discusses challenges of IC planning for a rare disease product. Dr. Keon explores the 3 types of rare disease, a few reasons why IC for a rare disease product is so difficult, and IC pitfalls to avoid for the launch of a rare disease product.

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