Incentive compensation drives sales force effectiveness. Historically, pharmaceutical sales performance has been measured based on data purchases or patient consumption, with little integration of other performance metrics. As the industry shifts to more customer-centric models, new key performance indicators (KPIs) and management by objectives (MBOs) are needed to better measure performance aligned with organizational goals. Two emerging approaches are measuring customer satisfaction and expanding the use of MBOs to include both quantitative and qualitative metrics. Leading companies are seeing success linking customer value metrics and MBOs to prescribing as part of incentive compensation plans.