Infographic – How healthy is your incentive operations?

Infographic – How healthy is your incentive operations?

by | Feb 9, 2015 | IC Operations, Incentive Compensation, Incentive Compensation Management, Operations, Pharamaceuticals, Sales Compensation, Sales Compensation Management, Sales Performance Management

Companies generally perform a periodic assessments of their sales incentive plans to ensure that they meet the desired business objectives and are perceived to be fair by the salesforce. This assessment should combine qualitative feedback from the salesforce and...
Do’s and don’ts to consider while setting sales quotas?

Do’s and don’ts to consider while setting sales quotas?

by | Jan 21, 2015 | Goal Setting, Incentive Compensation, Incentive Compensation Management, Quota, Quota Setting, Sales Compensation Management, Sales Performance Management, Target Setting

In every incentive cycle, sales leadership and the operations teams face the difficult job of setting fair but challenging quotas. As a company, you want your sales team to meet their quotas but also push the envelope to achieve growth. Quotas play a big role in...
Do you constantly worry about managing incentive process exceptions? (Part 2)

Do you constantly worry about managing incentive process exceptions? (Part 2)

by | Oct 17, 2014 | Adjustments, Channel, Datatype, Exception, HR Exceptions, IC, IC Administration, Incentive Compensation, Incentive Compensation Administration, Incentive Compensation Management, Multipliers, Pharmaceutical, Portfolio definition, Qualifiers, Sales Compensation, Sales Compensation Management, Sales Performance Management

    In the first part of this series we talked about a few Pharma IC Exceptions that could come your way and why they are important to handle the dynamic business environment in the pharmaceutical industry today. In this second part we’ll continue to share a...
Do you constantly worry about managing incentive process exceptions? (Part 1)

Do you constantly worry about managing incentive process exceptions? (Part 1)

by | Oct 17, 2014 | Exception, Territory Mapping, IC, IC Administration, Incentive Compensation, Incentive Compensation Administration, Incentive Compensation Management, Pharmaceutical, Ranking Clusters, Sales Compensation, Sales Compensation Management, Sales Performance Management

Are IC exceptions slowing down and complicating your IC process? Is your current IC system only meeting the basic needs while exceptions usually are managed with the help of manual processes and adjustments? This blogpost talks about some of the commonly seen...
Drive behaviors using incentive payment qualifiers and modifiers

Drive behaviors using incentive payment qualifiers and modifiers

by | Oct 10, 2014 | IC plan design, Incentive Compensation, Incentive Compensation Management, Modifiers, Pharmaceuticals, Qualifiers, Sales Compensation Management, Sales Performance Management

      Good incentive plan design is based on agreed upon core business principles and objectives across different stakeholders such as Sales, HR, Finance, & Operations. Varied elements can be incorporated as part of detailed plan design to address...