Pharmaceutical
Sales reps, team leaders, district managers, specialty reps etc typically are eligible for sales incentive compensation. Sales performance needs to be tracked by product or territory depending on the products being detailed. Other sales measures are often included such as territory coverage and frequency, business planning and selling skills.
Sales performance can usually be tracked effectively using BI tools or reporting databases. But sales compensation throws up a myriad of complexities that can wrong foot the administration of the scheme. These can include:
- People changing territories mid period
- Periods of leave
- Split territories
- Performance rankings
