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Further Product Information

AUTHOR(S):

Roger Turner is the Managing Partner of PBB UK, a leading variable compensation consultancy and software practice. He has led many assignments across Europe in the pharmaceutical industry and has 20 years’ experience of working internationally in senior commercial and general managerial positions in multinational corporations. He is a graduate of Oxford University and INSEAD business school.

Christophe Lasserre is a partner of PBB France and over the past eight years has designed and implemented highly motivational bonus schemes in pharmaceutical fi eld sales forces across Europe. Prior to joining PBB, he was Remuneration Director of Sanofi -Aventis and has held several senior fi nance positions.

Pascal Beauchet is the founding partner of PBB France and has worked with the pharmaceutical industry for over 15 years. He has led the mathematical development of many of PBB’ s processes including the Commitment Process - that is now used in the bonus compensation of well over 100,000 sales people and managers within Europe.

INTRODUCTION

Field sales force bonuses can help to drive exceptional sales performance through enhanced motivation and in so doing create competitive advantages for businesses. There are, however, several pitfalls that must be avoided if a bonus scheme is to become wholly successful and have the desired motivational impact. Innovative new processes and software tools can help pharmaceutical businesses overcome typical bonus scheme design weaknesses and provide business managers with a toolset for driving results-enhancing behaviours. One such process is the Commitment Process^TM that aligns the interests of the individual and company harmoniously and incentivises sales people to stretch their performance and maximise sales results.

ABOUT THE JOURNAL Journal of Medical Marketing ISSN: 1745-7904 The Journal of Medical Marketing is guided by its respected Editor Dr Leonard Lerer (INSEAD) and an international Editorial Board of leading academics and senior practitioners from the medical industry. The Journal aims to facilitate excellence in marketing and strategic management in the pharmaceutical, medical device, diagnostic and other markets in which the customer is a clinician or related professional. Every quarter the Journal contains a range of peer-reviewed papers, including both practitioner studies and leading edge academic research, covering the breadth of the industry. The Journal also provides expert analysis of the changes taking place in the global medical market, and reviews the latest market research reports available in all three industry sectors.