Pharma, Biotech and Medical Device Sales Compensation Consulting

Our team works with you to understand your needs, challenges, and short- and long-term goals to ensure the sales compensation design options we develop consider where your company is and wants to be. We meet with key client stakeholders across multiple functions to learn about corporate ambitions, product objectives, compensation ideology, sales strategies, and marketing plans.

If you already have a sales compensation plan in place, our SCOR³ES® diagnostic assessment is performed to see how the current plan performs against the six critical criteria of plan effectiveness. This proprietary system ensures the sales compensation design options we develop will leverage the strengths and eliminate the weaknesses of the current plan.

Customized plan options are then developed using your data. These designs aren’t just tailored to your company or sales force, but to each individual product to ensure that the design reflects your sales force’s unique selling environment. Factors considered include life cycle stage, level of competitive data, seasonality or cyclicality, managed care coverage, and sell-in difficulty, among others.

This step narrows the sales compensation plan design options we developed in the previous step by evaluating each one against our proprietary SCOR³ES® diagnostic assessment of plan effectiveness. The goal of this step is to find the top three or four designs to present to the client.

The top sales compensation plan designs for your business as identified in the previous step are presented. What's more, we explain the rationale behind each design, its SCOR³ES® performance, and any advantages or disadvantages. Our team then solicits your feedback, makes any changes or enhancements you desire, and then returns with the final plan design.

We don’t just offer biopharma sales incentive compensation consulting. We also create rollout communication materials for executive- and field-level audiences to foster confidence in the sales compensation plan and make the transition to the new plan as simple as possible. These communications are tailored to each audience's interests and objectives.

In the final step of the process, we carry out actual plan calculations per the design, whether they are goals, payout curves, commission rates, grids, etc. We run simulations to optimize parameters and conduct quality assurance checks of all input data and output deliverables. Our team also performs a budget risk analysis to verify the plan's fiscal responsibility.