MAC Thought Leaders Present at 2011 PMSA Annual Conference
Michael Allen Company gave three presentations at the recent 2011 PMSA Annual Conference in Miami and received an award for the second year in a row.
- Use of Managed Care Measures to Improve Incentive Compensation Effectiveness
Steve Mermey, Winner of the PMSA 2011 "Best Poster" Award
This presentation illustrated how to create more equitable sales goals that incorporate managed care status — and highlighted the detrimental impact of excluding managed care status in territory goal design.
Developing equitable sales goals is not easy — even the best-designed incentive compensation plans go terribly wrong if goal setting is inaccurate. Studies show that an "unfair" plan can actually be demotivating to sales reps.
Given the power of today's marketplace, we believe territory goal-setting must incorporate Managed Care effects on expected brand prescribing.
Click here to download this award-winning poster.
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Recent Trends and Insights in Promotion Response: Real Opportunities to Increase Sales
with Less
Kevin Kirby
Understanding true promotional response remains the lynchpin to improving sales performance; especially with reduced levels of promotional spend since the economic downturn starting in 2008. But, quantifying true promotional response is as tough as ever.
Kevin shared his insights on the most common stumbling blocks of promotion response measurement and showed project results that successfully avoided these issues.
Promotional Response is an area of Michael Allen Company expertise. We have developed several methodologies to make better estimates ... resulting in better ROI and "doing more with less."
Click here to download this presentation.
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A New Management Paradigm in a Managed Care World
Irina Popova & David Martin
(Winners of "Best Presentation" Award from last year's conference)
What is managed care "control," how do you measure it, and how does that impact field promotion decision?
David and Irina took on that question, presenting a fundamentally fresh and innovative new concept for "control" ... and then sharing several case examples using managed care "favorability" and "control" in physician targeting & call planning, compensation, and segmentation.
The growing importance of managed care is changing the marketplace and sales management paradigm. This more challenging environment requires improved management across the entire array of field marketing and sales resources. Michael Allen Company has developed a strategic framework for promotional decisions that incorporates managed care favorability and control to improve marketing resource allocation and field sales effectiveness.
Click here to download this presentation.
To speak directly with the authors, please contact us.
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