by Amit Jain | Dec 4, 2020 | Commercial Excellence, Incentive Compensation, Incentives, Management By Objective, MBO, Sales, Sales Management, Sales Operations, Strategic
Management by Objectives (MBO) is a business strategy that allows organizations to define individual level goals based on desired activities and behaviours and ensure alignment with broader corporate objectives. MBOs may not always be the best solution;...
by Amit Jain | Oct 19, 2020 | Coronavirus, Incentive Compensation Plan, Incentive Sales Compensation, Life Sciences, Medical Devices, Pandemic, Pharma
2020 has really shocked the medical products/devices industry due to the corona pandemic and several other natural disasters. In-person access had already been declining for the sales ecosystem and COVID-19 has just added gas to that fire. New modes of...
by Amit Jain | Oct 15, 2020 | Change Management, IC, Incentive Compensation Management, Sales Performance Management, Salesforce, Salesforce Effectiveness, SFE
There is only so much one can achieve in a 40 hour week. Deadlines, critical projects and an increasing list of priorities make it difficult for individuals and teams to complete planned activities. Effecting changes add additional complexity to the...
by Amit Jain | Sep 29, 2020 | Business Intelligence, Commercial Excellence, IC Challenges, Incentive Compensation Plan, Incentive Sales Compensation, Incentives, Life Sciences
2020 has been a landmark year for all the wrong reasons and has brought never seen like challenges to the fore. One of the most hit functions in life sciences organizations has been the Sales Operations group. They are constantly working towards better...
by Amit Jain | Sep 11, 2020 | Commercial Excellence, Incentive Compensation Management, Payout Curves, Sales Incentive Compensation, SFE
As an extension to our learning and application of Payout Curves, here is last one of the series. We started with learning about fundamentals of payout curve followed by best practices in designing payout curves. With this article we will learn about different type of...
