RESOURCES | BLOG

Collection of Insights, Advice & Learnings on Life Sciences Commercial Strategy

Sales Force Optimization John W. Keon, Ph.D. Sales Force Optimization John W. Keon, Ph.D.

Prescriber Centricity: Improving Sales by Identifying Key HCP Interests

Research has found that biopharma sales reps who tailor their sales approach to the key interests of their target prescribers drive sales at a significantly higher rate than those who do not. In this blog post, we explore an innovative methodology for classifying prescriber targets, and outline a strategy for leveraging their key interests to optimize sales.

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Sales Force Optimization John W. Keon, Ph.D. Sales Force Optimization John W. Keon, Ph.D.

Are Prescribers More Likely to Change Behavioral Segment or Product Loyalty?

The prescribing behavior exhibited by HCPs and the loyalty they have to the products they prescribe are two critical elements that inform how biopharma sales representatives sell to HCPs. In this blog post, we explore whether an HCP is more likely to switch product loyalty or behavioral segment, and what the implications of this answer are for your sales strategy.

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Sales Compensation John W. Keon, Ph.D. Sales Compensation John W. Keon, Ph.D.

The Major Frameworks of Commission Sales Compensation Plans and When to Use Each

The various frameworks under which a commission-based sales compensation plan can be designed offer biopharma companies great flexibility in tailoring a plan to the unique needs of their particular sales force and product portfolio. In this blog post, we explore the three major commission frameworks and when you should use each.

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Three Sales Compensation Pitfalls to Avoid for a Rare Disease Product Launch

While sales compensation design for any product launch can be incredibly challenging, it is especially complex for products that treat rare and orphan diseases. In this blog post, we explore three sales compensation pitfalls to avoid for the launch of a rare disease product.

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Sales Compensation, Launch & Post-Launch John W. Keon, Ph.D. Sales Compensation, Launch & Post-Launch John W. Keon, Ph.D.

Why Forced Rank Sales Compensation Plans are Bad for Launch Products

Although the forced rank sales compensation plan is one of the most popular designs utilized for a biopharma product launch, the launch stage is actually the stage in which forced rank does the most harm. In this blog post, we explore why you should avoid forced rank sales compensation plans for a product launch.

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Sales Compensation John W. Keon, Ph.D. Sales Compensation John W. Keon, Ph.D.

Pitfalls to Avoid in Sales Compensation Design for a Multi-Product Bag

Critical to the success of a multi-product bag is ensuring that all products get sufficient attention without taking focus away from the product(s) deemed most important. However, there are number of sales compensation pitfalls that make achieving this very challenging. In this blog post, we outline what they are and how to navigate them.

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Additional Tools & Resources

Case Studies

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Tips

Explore a variety of tips dedicated exclusively to life sciences sales compensation based on our over 30 years of experience in the industry.

Books

See what publications we’ve released over the years on pharma, biotech and medical device sales compensation and sales optimization.

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