Marketing Metrics: Innovation in Field Force Bonuses: Enhancing Motivation through a Structured Process-Based Approach

Abstract

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™ that aligns the interests of the individual and company harmoniously and incentivises sales people to stretch their performance and maximise sales results.