Motivation that matters—explore the evolution of incentives from traditional sales to strategic engagement, and how best practices drive performance and purpose

Session Summary

Incentives have long been a crucial tool in motivating sales reps and driving performance. As the role of the traditional sales rep has evolved over the years, so too have incentives. Originally, incentives were primarily based on commission structures, rewarding reps based on the amount of sales they brought in. However, as companies have shifted towards more strategic and consultative selling approaches, incentives have also evolved to reflect these changes. 

Today, best practices for designing and administering incentives focus on aligning them with overall business goals and sales strategies in line with local healthcare landscape. The proposed session will focus on recapping the basics of incentives, their evolution over time to deliver value for both the business and patients alike. Lastly, we believe incentives should also be transparent, easily understood, and consistently applied across the sales team to ensure fairness and motivation so we will discuss current best practices on design and administration of healthcare incentives. 

What to expect

This informative webinar will provide an insight into healthcare commercial incentives past and present.  The session will cover the following in detail and allow time for questions and discussion

• Introduction to Incentives
• Evolution of incentives in line with the evolution of the traditional “sales rep” roles
• Best practices to keep in mind while designing and administering incentives

Who should attend?

This event is aimed at anyone involved with measuring the impact of healthcare sales teams or those wanting to broaden their understanding of how commercial teams value and measure their infield teams. 

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Speaker

This webinar will be run by Aayush Kumar - Engagement Manager, UK Consulting & Abhinav Uppal - Sr. Principal, EMEA Consulting, IQVIA. To find out more about Aayush and Abhinav's experience in this area read their full profile in the BHBIA Speaker link on the right.

Speakers supporting BHBIA Professional Development do so in order to promote Thought Leadership, discussion and innovation for the benefit of the membership. They also do this on a voluntary basis for which the BHBIA is grateful. Don't forget to provide your feedback scores for the event as these will enter the event and speakers into our annual BHBIA Professional Development Awards - recognising excellence in Thought Leadership.

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Fees and booking

Webinars are a free benefit to all BHBIA Members. Please note you must be 
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