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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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How Can You Motivate Reps to Launch an Oncology Product if the Data Isn’t Perfect?

Posted by Mike Martin on Fri, Feb 19, 2016

One of the biggest challenges with sales compensation for oncology product launches is the data uncertainty. I’ve seen companies use market data, incidence data, field-provided data and even sales from other products in their portfolios when working to determine appropriate comp plans for new products. However, even those companies that use combinations of the various available sources know that it’s directional at best. 

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Topics: sales compensation, motivation, product launch, Mike Martin, oncology, Dave Kriesman

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