Sales Force Targets and Incentive Schemes
20th November 2008
ABPI Offices, London

This workshop is suitable for those involved in measuring the performance of pharmaceutical sales forces, whether you work in industry or on the agency side. The workshop will explore the various approaches to the development of targets and incentive schemes for representatives working in both primary and secondary care (though many of the case studies will focus on primary care) providing practical insights into design and implementation.

There will be a mixture of presentations from experienced personnel, open discussion and opportunities to share experiences of sales force motivation and management, workshops to explore case studies in designing and implementing bonus schemes, and sharing of best practice.

Delegates will leave the training day with a practical understanding of how to improve their targeting plans and incentive schemes to improve performance in their companies (or to help their clients to do so), and an understanding of how to set up and use effective monitoring tools.

Key areas to be covered will include:

- Sales force motivation

- Designing an effective incentive scheme

- Your role in an incentive scheme (including monitoring and communicating performance)

- Pitfalls to avoid

- The future of bonus schemes

Click here to see the full course programme

Click here to see the course convenors

Booking Details
Delegate Fees (Excluding VAT)
Members: £395
Non-members: £495
To book online - click here

Click here to view the training programme for 2008