IC story: Why to keep Incentive Compensation on sales (refills)

IC story: Why to keep Incentive Compensation on sales (refills)

I recently participated in a fascinating debate about metrics for Incentive Compensation (IC). One group argued that IC should be based on enrollments (signing up patients for therapy) since this is directly influenced by the representatives.

On the other hand, they believed that unit sales (or refills) should not be included in IC as they are beyond the reps’ control. 

While the other group mentioned the following three points clearly illustrate why refills should be part of the IC:

1. Ensuring patients are on paid medication rather than free samples.

2. Representatives will be proactive if any paperwork arises after couple of days of the patient starting therapy

3. Representatives will be motivated to address any questions from doctors for payer related queries.

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Read past stories like above at https://lnkd.in/dJ3AeZkd