Understand where activity-based, market share, potential-based, and outcome-driven incentive models actually work - and where they can unintentionally drive the wrong behaviour
Learn how to adapt IC plans for specialty products, uneven market access, smaller sales teams, and portfolios where reps only influence part of the customer journey
Explore how to reward customer impact, collaboration, account management, and long-term growth - not just sales activity and reach/frequency metrics
