Tuesday, June 25th, 2019

New incentives platform

Edenred UK recently launched Connect Incentive, an SaaS-based incentives platform designed to drive performance through their channel or internal sales and customer service teams. The platform enables incentive programmes to be set up in minutes rather than weeks or months, removing admin challenges, and making them more cost-effective to run because they don’t need a costly IT project to get… 

Wednesday, December 19th, 2018

Are incentives the sales industry’s narcotic?

This 2016 research conducted in the context of a programme of study leading to the MSc Professional Practice in Sales Leadership qualification seeks to understand the effects of sales force incentives and how to balance pay plans with company objectives (B2B). The aim of this project was to deepen my understanding of the effects of sales incentives, how salespeople are… 

Sunday, January 29th, 2017

Time to get personal

Are sales force incentives linked to drug sales volumes the best way to motivate individual reps? With the performance of the sales force directly linked to the bottom line, ensuring representatives are well motivated and incentivized is a critical ingredient in any company’s financial health. Yet, with the huge amount of change reshaping the pharma landscape – from digital to… 

Tuesday, November 29th, 2016

Decoupling incentives from prescription volumes: is the approach robust enough?

The GSK bribery scandal rocked pharma when a record fine was handed down in 2014. It has forced the company and the wider industry to reconsider their sales approaches. Just over two years ago the Wall Street Journal reported that UK drug giant GSK’s local subsidiary in China had been found guilty of bribery and fined nearly half a billion…