How Oncology Sales Leaders Can Get a Clearer Picture of Rep Performance

Posted by Jeff Traenkner on Mon, Dec 12, 2016


Constructing effective incentive compensation plans can be difficult in any therapeutic area, but oncology presents even more of a challenge given its extremely complicated market, frequent changes, small patient populations, low sales volume and products that are used across multiple indications. These complications make it a struggle to generate a complete picture of sales team performance. As a result, companies must assess the performance of their teams—and incentivize them accordingly—based on partial information. It’s akin to looking through a clouded window.


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