Re-imagining Incentive Compensation in Pharma
An AI-Driven, Human, Human-Centric Approach to Field Force Motivation
Your commercial leadership is aware that traditional incentive compensation is no longer working. The question is not whether change is necessary but rather which approach actually yields results.
According to the data, 84% of the sales representatives do not meet their quotas even though they put in tremendous effort. 25-30% annual attrition rips apart the territories. New sales reps need over 11 months to be fully productive. Digital adoption is only at 33%. Your incentive budgets are not attracting salespeople; in fact, they are pushing them away.
Early adopters established that the problem is not talent, but rather the recognition systems that fail to tap into the real drivers of sustainable performance.
This ebook focuses on:
- Five hidden performance dimensions: Customer relationship quality, learning agility, collaboration, resilience, digital engagement
- The strategic shift needed: From transactional to predictive, from fragmented to integrated, from one, dimensional to holistic
- Real results: 10-15% attrition reduction, 20-30% faster ramp, up, 15-25% quota improvement, 8-15% territory growth
- The four implementation pillars: Forward, looking intelligence, human, centric design, multi, dimensional scoring, data, driven foundation
- Case proof: AI intervention saved Jacob Smith from being fired and helped him achieve President's Circle winner status
The pharmaceutical field force is the engine that drives prescription growth. Your incentive scheme should be the accelerator of that growth, not the brake. This ebook reveals the way to transform motivation from a source of either punishment or reward into a source of empowerment and outlines the strategic pillars capable of providing competitive advantage.
