Seven key questions on compensation: Nev Skelton, NGP Europe
Moves towards formulary-based decision-making, the devolvement of cost control powers, and the growing number of prescribing influencers are driving an urgent need to review approaches to sales compensation. In Seven Questions on Compensation, published in NGP Europe in Sept 07, Nev Skelton addresses the key issues involved, and considers why the design, deployment and tracking of compensation systems will be even more critical to sales success in the future healthcare environment.
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