Focus Magazine - Fall 2016 - 49

VIRTUALHOW Compensation, Incentives and Levels By Carrie Schaal, M. Ed., and Katie Rebilas, MSIT R ecent research shows that field representatives are compensated and incentivized differently based on the complexity of the products they promote, as well as the healthcare marketplace in which they operate. On average, traditional sales force types, such as Primary Care, Specialty and Hospital, have a lower annual base salary and a target bonus payout than is true for more specialized sales forces, such as Managed Markets, Account-Based and Oncology. (Source: TGaS Benchmark Database, 2015) As sales representatives progress through the ranks, many work to receive a promotion to sales trainer. As it is expected that successful sales trainers bring significant experience and expertise in how to handle the complexities of their respective products and healthcare marketplace, it could be suggested that the compensation and job-leveling structure of sales training should mirror that of field sales. In June 2016, AstraZeneca U.S. Specialty Care Commercial Learning & Development partnered with TGaS Advisors to answer the question: "Do compensation, incentives and jobleveling differ for sales trainers according to the complexity of the products and healthcare marketplace in which they support?" A survey was constructed and responses were received from 15 pharmaceutical companies, including small, mid- and large-tier organizations. Note: For the purposes of this study, the term "complex environment" refers to a selling environment that may include promotion of a specialty or oncology product and / or managed markets or market access situation. FOCUS | FALL 2016 | www.L-TEN.org FIGURE 1 IS COMPENSATION BASED ON COMPLEXITY OF ENVIRONMENT? FIGURE 2 SALES FORCES INCENTIVIZED BASED ON COMPLEXITY OF ENVIRONMENT FIGURE 3 HOW SALES FORCES ARE INCENTIVIZED BASED ON COMPLEXITY OF ENVIRONMENT 49 http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Fall 2016

Focus Magazine
From the President: Discovering the 'Why'
Table of Contents
Table of Contents
Guest Editor: Going Mobile for Learning
Directions: The Art of Customer Service
Front of the Room: Don't Fear the Cricket
Neuroscience: The Science of Collaboration
Sustaining & Measuring Leadership Development
Wrapping Up the 45th LTEN Annual Conference
Selling Performance in the Field Visit Process
Medical Simulation: Is It Worth the Investment?
Nonverbal Leadership
3 Technology Trends to Try
Sales Training: Increasing the Likelihood of Success
Virtual How: Compensation, Incentives and Levels
Ad Index
Focus Contacts
5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Intro
Focus Magazine - Fall 2016 - Focus Magazine
Focus Magazine - Fall 2016 - Cover2
Focus Magazine - Fall 2016 - 3
Focus Magazine - Fall 2016 - 4
Focus Magazine - Fall 2016 - From the President: Discovering the 'Why'
Focus Magazine - Fall 2016 - 6
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 8
Focus Magazine - Fall 2016 - Table of Contents
Focus Magazine - Fall 2016 - 10
Focus Magazine - Fall 2016 - Guest Editor: Going Mobile for Learning
Focus Magazine - Fall 2016 - 12
Focus Magazine - Fall 2016 - Directions: The Art of Customer Service
Focus Magazine - Fall 2016 - 14
Focus Magazine - Fall 2016 - Front of the Room: Don't Fear the Cricket
Focus Magazine - Fall 2016 - 16
Focus Magazine - Fall 2016 - Neuroscience: The Science of Collaboration
Focus Magazine - Fall 2016 - 18
Focus Magazine - Fall 2016 - Sustaining & Measuring Leadership Development
Focus Magazine - Fall 2016 - 20
Focus Magazine - Fall 2016 - 21
Focus Magazine - Fall 2016 - 22
Focus Magazine - Fall 2016 - 23
Focus Magazine - Fall 2016 - Wrapping Up the 45th LTEN Annual Conference
Focus Magazine - Fall 2016 - 25
Focus Magazine - Fall 2016 - 26
Focus Magazine - Fall 2016 - 27
Focus Magazine - Fall 2016 - 28
Focus Magazine - Fall 2016 - Selling Performance in the Field Visit Process
Focus Magazine - Fall 2016 - 30
Focus Magazine - Fall 2016 - 31
Focus Magazine - Fall 2016 - 32
Focus Magazine - Fall 2016 - 33
Focus Magazine - Fall 2016 - 34
Focus Magazine - Fall 2016 - 35
Focus Magazine - Fall 2016 - Medical Simulation: Is It Worth the Investment?
Focus Magazine - Fall 2016 - 37
Focus Magazine - Fall 2016 - 38
Focus Magazine - Fall 2016 - 39
Focus Magazine - Fall 2016 - Nonverbal Leadership
Focus Magazine - Fall 2016 - 41
Focus Magazine - Fall 2016 - 42
Focus Magazine - Fall 2016 - 43
Focus Magazine - Fall 2016 - 3 Technology Trends to Try
Focus Magazine - Fall 2016 - 45
Focus Magazine - Fall 2016 - Sales Training: Increasing the Likelihood of Success
Focus Magazine - Fall 2016 - 47
Focus Magazine - Fall 2016 - 48
Focus Magazine - Fall 2016 - Virtual How: Compensation, Incentives and Levels
Focus Magazine - Fall 2016 - 50
Focus Magazine - Fall 2016 - 51
Focus Magazine - Fall 2016 - Ad Index
Focus Magazine - Fall 2016 - Focus Contacts
Focus Magazine - Fall 2016 - 5 Questions with Michael Bungay Stanier
Focus Magazine - Fall 2016 - Cover3
Focus Magazine - Fall 2016 - Cover4
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