Overview
Surveys show that most medical device companies are increasing their use of goal-based incentives for the sales force. What’s more, ensuring fairness in goals is the most pressing issue in incentive compensation for these companies.
Yet many do not make a concentrated effort to ensure fairness in their goal setting—they lack a standardized process, and may set goals too high or too low, which can hurt sales.
A formal process in goal setting can ensure fairness while helping medical device companies get the most out of their sales forces.