Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Incentive strategy

439 views

Published on

Which best performance indicator we should use?

Published in: Business
  • Be the first to comment

Incentive strategy

  1. 1. Tawfik Eweda Pharmacist, MBA, DBA, Foundation of International Board Certified Trainer
  2. 2. Incentive strategy Which performance indicator we should use ? • Market share ?!! • Market share growth ?!!!! • Sales growth ?!!!! • Sales budget?!!!
  3. 3. Benefits of using a Market share based incentive scheme • It is very useful in the competitive environment • Helps in MBO (Outcome based) –incremental sales • Useful when the company is marketing oriented –matching its vision • Highly discriminatory between good and poor performers(not just sellers) • Transparent to the field force
  4. 4. GP & Specialty products with clear territory level ims data Use market share/market share growth grid
  5. 5. • Hospital products with NO clear territory level ims data Use sales growth vs. Budget
  6. 6. • For market leaders with >80% MS Use sales growth vs. Budget
  7. 7. • For launch product • Commission per unit sold (or per % market share point increase) • A product should be considered “new” up to 18 months after launch • Commission could be higher during the first months after launch to emphasize its promotional priority
  8. 8. Tawfik Eweda Pharmacist, MBA, DBA, Foundation of International Board Certified Trainer http://pharmamentorplus.blogspot.com.eg/2013/11/pharma-mentor-plus.html https://www.facebook.com/groups/pharmamentorplus/?ref=bookmarks tawfeeke@gmail.com

×