Enhancing Pharmaceutical Sales Force Performance: Leveraging Variable Pay Through an Enterprise Incentive Management Application

Topics:
Pharmeceuticals
Tags:
Benefits,
Compensation,
Enterprise Incentive Management,
Human Resources,
IBM Corp.,
Workforce Management
Source:
IBM

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Overview: Many pharmaceutical companies have embraced variable pay as a way to motivate their field force and align behavior with corporate strategies. Many of these companies, however, are discovering that their current compensation management systems are inadequate and not providing the results they expected. For example, their compensation payments are slow and inaccurate, so their sales force wastes valuable time scrutinizing and disputing their paychecks. This whitepaper introduces the answer: a robust Enterprise Incentive Management (EIM) system from IBM and Callidus Software that can deliver compensation on an accurate, timely basis.

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Format: PDF | Size: 164KB | Date: Apr 2005 | Pages: 12

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