OVERVIEW Axtria collected and analyzed incentive plan and performance data from 25+ organizations for the 2022 plan year to develop a robust and holistic set of anonymized benchmarks representative of incentive practices across the industry. GOAL SETTING Brand sales history, market sales, and equal allocation are the most common goal-setting markers for HCP teams. • Oncology and Rare Disease team goal models most commonly leverage brand sales history or brand trended sales to set territory-level goals with limited to no use of market data. • Goal models for HCP teams typically leverage a historical baseline period of 6 months or less for brands in the launch or growth phase of their lifecycle.

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