Books Featuring 30 Years of Sales Compensation Insights and Learnings Exclusively for Pharma
Over the years, we’ve published numerous books written exclusively for the pharmaceutical, biotechnology and medical device industries that share 30 years’ worth of learnings on a variety of sales compensation and sales optimization topics. Learn more about our books below.
Prescription for a Winning Sales Force Incentive Plan
By John W. Keon, Ph.D.
Gain access to a how-to, comprehensive guide on designing effective sales compensation plans that motivate and energize the sales force. This must-have guide, the product of
Dr. Keon's years of designing and evaluating hundreds of sales compensation plans, helps companies optimize the effectiveness of their sales force by outlining the five steps to sales compensation planning, identifying the strengths and weaknesses of the major compensation types, describing the powerful SCOR³ES® system for evaluating sales compensation plans, and much more.
Life Sciences Sales Incentive Compensation
By John W. Keon, Ph.D. and Nicole Laskowski
A motivated and engaged sales force has tremendous ability to drive sales, and the compensation plan against which a sales force is compensated has the ability to either make or break that motivation and engagement. This book is a compilation of white paper articles dedicated to pharma, biotech and medical device sales compensation that address the whole sales compensation process—from design to payout calculation to diagnostics—and demonstrate not only why sales compensation is so important, but also how to leverage it to maximize sales.
Executive’s Guide to Sales Compensation
By John W. Keon, Ph.D.
Coming soon! Over the years, executive-level personnel in the life sciences industry have increasingly recognized how important a good sales compensation plan is to the success of a product. Accordingly, executives have taken an interest and active role in the sales compensation design process. This guidebook provides pharma, biotech and medical device executives with everything they need to know about sales compensation to ensure that it is done as effectively as possible to drive sales—including critical questions to ask their sales compensation plan design team.
Clients We’ve Served
Join the companies that have revolutionized their sales compensation and sales optimization strategy with The Marketing Advantage, from small start-ups to multi-national corporations.
Additional Tools & Resources
Case Studies
Read some case studies with real biopharma companies that showcase the power of our sales compensation and sales optimization solutions.
Blog
Visit our blog for insights, advice and learnings dedicated to pharma, biotech and medical device sales and marketing.
Tips
Explore a variety of tips dedicated exclusively to life sciences sales compensation based on our over 30 years of experience in the industry.
