SOLUTIONS | SALES COMPENSATION | GOAL SETTING

Pharma & Biotech Customized Goal Setting

What Our Goal Setting Can Do For You

Our pharma and biotech goal setting process results in better goals that drive better territory sales performance. Below are just some of the things our goal setting can do for you and your pharmaceutical sales force.

Drive sales through territory goals that motivate, energize and engage the sales force — **Drive sales** through territory goals that motivate, energize and engage the sales force

Maximize goal accuracy and equitability through a battery of rigorous tests — Maximize **goal accuracy** and equitability through a battery of rigorous tests

Set goals under numerous challenging conditions, including when competitive data is unavailable — Set goals under **numerous challenging conditions**, including when competitive data is unavailable

Meet tight timelines to ensure goals get out early enough to have the most ability to drive behavior — Meet **tight timelines** to ensure goals get out early enough to have the most ability to drive behavior

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Goal Setting Innovations & Problems They Solve

To meet the unique needs of our clients’ products, we have developed dozens of innovative pharma goal setting methodologies designed exclusively for pharma, biotech and medical device companies to ensure goal accuracy, a sampling of which is shown below.

  
    Goal Setting Methodology
    Applicable Circumstances/Market Conditions
  
    Goal Gap Methodology
    Effective for growth and declining products
  
    Goal Gain Methodology
    Effective when territories vary widely in volume
  
    Regress to Mean Methodology
    Effective when there is limited managed care data available
  
    Over-/Under-Achiever Methodology
    Effective in some unique cases
  
    Aggregate Integration Methodology
    Effective when lacking competitive data
  
    Account Profile Methodology
    Effective for oncology, MS and similar products
  
    Portfolio Growth Methodology
    Effective for portfolio of products promoted and no competitive data

Ensuring Goal Accuracy

The ever-changing pharma, biotech and medical device landscape makes it very challenging to ensure goal accuracy. We optimize the goal setting methodology we customize for your product using a battery of tests for maximum accuracy:

Test against six SCOR³ES® criteria of sales incentive compensation effectiveness and tests of equity.

Create a simulation to see how accurate goals would be for the coming plan period.

Apply goal setting methodology to past data to see how close goals are to actual sales.

Compare percent change that the goal represents versus most recent & year ago sales to find any outliers.

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.