Trends in Measuring and Rewarding KAM Team Performance
[Published by FirstWord Pharma]
Published by FirstWord Pharma: 24 Nov 2014 | 174 | In Stock
Related Topics: Biosimilars
Key account managers (KAMs) are the new face of pharma sales. Whether meeting with hospital administrators, managed care operators, private payers or supporting regionally-based accounts, KAMs build relationships.
Based on a survey of 80 KAMs in the US, UK, France, Italy and Spain, Trends in Measuring and Rewarding KAM Team Performance provides a unique view of KAM teamwork situations, performance measurements, incentive schemes and the value of great KAM team autonomy in terms of time and revenue. Covering three key areas, the study also offers surprising insights into KAMs’ views on qualitative versus quantitative measures and how pharma can tweak the process to deliver higher performance.`
Measuring performance has always been critical to assessing the success of those relationships. And key to that process is discovering the value KAMs place on qualitative and quantitative measures and incentive schemes. What do they see as the most potent performance measures, particularly to internal stakeholders? And how can pharma not only make such measures effective and fair, but improve the whole performance review environment for KAMs? Trends in Measuring and Rewarding KAM Team Performance answers these questions and more.
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