When it comes to measuring and motivating sales performance, those who work at pharmaceutical and biotech companies understand the unique challenges facing our industry compared to other, perhaps less complex industries.  For example:

• Dependence on third party market research vendors for sales data (i.e. IMS, Wolters Kluwer, SDI/Verispan)
• More complex compensation plan designs - not simple commission structures
• Increased regulatory scrutiny
• Much different sales process (detailing vs. order-taking)
• Complex quota-setting methodologies to accommodate unbalanced territories, varying managed care influence, etc.
• Multiple sales roles (i.e. office-based rep, hospital rep, NAM, government, etc.)
• Multiple influencers on prescription writing and sales (i.e. KOL's, formularies, etc.)

Why Incential?

• Incential is the only Sales Performance Management company that designed and built its software specifically for the bio-pharmaceutical industry; rather than for another industry (i.e. insurance or financial services) and try to adapt it to life sciences
• Incential's staff averages over 10 years of bio-pharmaceutical industry experience
• Incential has supported over 18,000 bio-pharmaceutical sales reps
• Incential's Bio-Pharmaceutical Expertise has enabled us to develop software that supports virtually any type of incentive plan:

Develop and Administer plans for all positions

• Primary Care Territory Reps
• Specialty Reps
• Hospital Reps
• Managed Care/NAM/RAM
• Public Health/Trade/Government
• District/Area Managers - even those that manage across different sales teams
• Region Managers/Directors
• Medical Science Liaisons
• Contract Sales Organizations
• Co-promote Partners

Support all types of Measurements

• Quotas
• Volume Growth/Change
• Share Growth/Change
• TRx, NRx, Sales Dollars, Units, etc.
• Longitudinal Anonymous Patient level Data (Weights applied to Rx data for continuing, new to market, switching)
• Managed Care metrics based on Plan level Rx data and/or formulary data
• MBO's/Subjective Ratings (gathered electronically from managers and/or other parties)