Articles by David Grossberg - Pharmaceutical Executive


Articles by David Grossberg

Incentives: Heart of the Sell

Checking the pulse of pharma sales incentive compensation plans.
May 1, 2006

Incentives are the icing on the cake companies offer to motivate their employees. Mary Kay Ash was famous for offering her team pink Cadillacs for selling cosmetics; Girl Scouts earn badges for the highest number of cookie boxes sold; and a New York real estate company recently offered its top seller a chauffered Lamborghini for one whole year. Whatever the prize, incentives are an effective and practical motivational tool.


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