Rare Disease Sales Compensation Solutions to Reach Under-Served Patients
Sales Compensation Strategy for Rare Disease Products
Drive disease awareness, early diagnosis and efficient treatment of the rare or orphan disease your product serves with a customized rare disease sales compensation plan from The Marketing Advantage, the leading sales compensation consulting firm dedicated to the pharma, biotech and medical device industries.
With over 30 years of experience designing sales compensation plans for rare and orphan disease products, we have the experience, expertise and creativity to ensure your rare disease product reaches and improves outcomes for as many patients as possible.
Why Partner for Rare & Orphan Disease?
The rare and orphan disease market exhibits a number of unique characteristics that make designing a sales compensation plan incredibly challenging. This is why it is critical to partner with a company that has the expertise and proven track record of designing successful sales compensation plans for rare disease products.
The Marketing Advantage has a rich 30-year history of designing sales compensation plans that help sales forces excel in the unique rare and orphan disease market:
<200,000 patients
A disease is considered rare in the US if it affects fewer than 200,000 patients
Impact on Sales Compensation
Sales forces tend to be small and cover large territories
95% without treatment
Over 95% of the over 7,000 estimated rare diseases have no treatment
Impact on Sales Compensation
There is often no data available to assess potential or patient population
5-7+ years to diagnosis
Patients typically have a long road to diagnosis and may see several HCPs
Impact on Sales Compensation
A small sales force must educate and service a large number of HCPs
Our Rare Disease Sales Compensation Solutions
Not only do we design sales compensation plans that address the distinct needs of the rare & orphan disease market, but we do so with special consideration to life cycle stage to drive success.
Educate not just on product, but rare disease & its diagnosis
Ensure as many prescribers try the product as possible
Keep the sales force motivated despite forecasting difficulty
Push maintenance in addition to prospecting & education
Mitigate volume differences across territories/plan periods
Do not reward for over-calling of existing prescribers
Common Rare Disease Pain Points We Solve
Companies partner with The Marketing Advantage for rare disease products because we deliver results. With over 30 years of experience designing sales compensation plans for products that treat rare and orphan diseases, we have a proven track record of delivering sales compensation solutions that maximize the product’s ability to reach and improve the quality of life for these too often under-served patients.
Below is just a sampling of some of the pain points our rare disease sales compensation solutions solve:
Lack of Data/Proxies
Developing plans without market data or proxies with which to gauge expectations
Territory Size
Small sales force services many HCPs due to often complex road to diagnosis
Forecasting Difficulty
Forecast being off by a few patients can result in the national goal being missed
Sales Force Disengagement
Sales force often disengages when sales fall below expectations
Emphasis on Education
Sales force must not only provide education on product, but also disease & diagnosis
Objective Effectiveness
It is often difficult to ensure non-sales objectives are measurable & impactful
Rewarding Inefficient Calls
Sales force often over-calls existing prescribers rather than prospecting new ones
Payout Inequities
Low volume reps disengage due to large differences in pay versus high volume peers
Maximize your product’s ability to reach and improve outcomes for as many patients as possible.
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.
Rare Disease Competitive Advantage
30 Years of Life Sciences Exclusivity
Are dedicated to design of sales compensation plans for life sciences companies
Rare Disease Expertise
Specialize in rare and orphan disease sales compensation plan design
Proven Track Record in Rare Disease
Have a proven track record of successful rare disease sales compensation versus competition
Design Customization
Customize design to rare disease product and market conditions
History of Innovation
Have developed countless rare disease sales compensation innovations
Entirely Based in US
Are based entirely in the United States—never off-shore
Therapeutic Class Breadth
Have designed plans for rare disease products spanning numerous therapeutic classes
Leadership
Are led by Dr. John W. Keon, who has designed more pharma and biotech plans than anyone
SCOR³ES® Diagnostics
Have proprietary SCOR³ES® diagnostics of plan effectiveness, correlated with sales increases
Rare Disease Sales Compensation Resources
Learn More About Related Sales Compensation Solutions
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Goal Setting
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Launch Sales Compensation
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SCOR³ES® Assessment
Our revolutionary SCOR³ES® evaluates sales compensation plans against the six critical criteria of plan effectiveness, including four tests of equity.
Boost Your Business With Custom Sales Compensation Plans
To hit growth and revenue targets, you need to get the most out of your sales team. This requires a top-notch compensation strategy, and there's no better development partner than The Marketing Advantage.
Contact us to learn more about pharma & biotech rare disease sales compensation.