Few businesses have experienced more change in a shorter period of time than the pharmaceutical and biotech industries. Market forces have made it increasingly difficult for reps to see doctors, let alone navigate the maze of practitioners within evolving delivery models. As a result, leaders in the pharma and biotech industries are rethinking their sales models. And as they do, they are using sales contests more regular now than they ever have.
How can repurposed sales contests reward outcomes as well as behaviors? How can they prepare and motivate all of your salespeople to succeed in the shifting marketplace?
In this month’s Performance Perspective we explore:
- Promoting outcomes as well as behaviors
- Preparing an evolving organization
- Securing training investments