RESEARCH TRIANGLE PARK, NC--(Marketwire - January 4, 2008) - Canadian pharmaceutical
companies drive revenues by incentivizing sales reps' performance in new
and innovative ways according to a recent report by pharmaceutical
intelligence firm Cutting Edge Information. The report, "Canadian
Pharmaceutical Sales Management," available for immediate download at
http://www.CanadianPharmaSales.com, found that sales leaders motivate their
reps through unique reward programs such as point-based prizes, retreats
and vacations to coincide with high percentage bonus structures.
Sales managers across Canada find that smaller, more frequent rewards,
particularly those that are given in the presence of peers, also can be
particularly effective for motivating reps to become high performers.
These smaller rewards range from trophies to "rep of the month" recognition
to simple pats on the back.
"Canadian Pharmaceutical Sales Management" examines pharmaceutical
companies' strategies such as rep compensation, along with overall sales
investments, structures, strategies, and field tactics in the Canadian
market. Compiled from interviews and surveys with sales leaders at
top-performing pharmaceutical companies, the report allows drug companies
to compare and improve their own sales strategies for Canada.
"At the most successful sales organizations, leaders motivate reps by
offering bonuses as a high percentage of reps' overall pay," says Senior
Analyst David Richardson. "At the same time, these leading organizations
diversify their incentives programs, surpassing traditional bonus
structures with additional rewards and peer recognition initiatives."
"Canadian Pharmaceutical Sales Management" makes its case with 200+ metrics
and numerous techniques for managing these three aspects of the current
sales landscape:
-- Investment, Structure and Management - Provides up-to-date investment
levels, structuring strategies, and territory management of major pharma
sales forces in Canada
-- Sales Management Strategies - Details companies' strategies regarding
recruiting, hiring, training, and sales team compensation specific to the
Canadian market
-- In-Field Tactics - Describes real-world maneuvers designed to increase
access to physicians and make the most of face-to-face time with Canadian
targets
To download a free, online summary of this report, visit
http://www.cuttingedgeinfo.com/canadianpharmasales/PH107_Download.asp#body.
Contact Information: CONTACT INFORMATON:
David Richardson
919-433-0216