Performance Assessment and Compensation

Pharma companies invest significant resources in training and incenting their sales teams. But the average time a sales representative has in front of the physician is only a few minutes at best. For IMS clients, that means putting specific plans in place to retain the best sales reps and ensure they fully optimize sales calls. We help devise effective compensation plans that reward performance and drive retention of crucial sales resources. We work with our clients to:

• Measure sales rep performance based on sales and prescription volume and market share growth.
• Optimize sales reward plans – aligning sales goals with local market conditions and avoiding “one-size-fits-all” compensation approaches.
• Develop compensation plans that benchmark specialty prescription data in areas such as mail service and long-term care.
• Track the impact of Group Purchasing Organizations, Integrated Delivery Networks and contract sales forces on rep productivity.

	To learn more about how IMS can help your company, contact us. For regional contact information, click here.

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