Cecile Marbella and Steve Trokenheim on using frozen alignments in incentive compensation

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Regular updates to territory alignments are critical to determine appropriate targets and set goals. Yet, a constantly updated alignment can wreak havoc on incentive compensation payouts from the previous quarter. Partner Steve Trokenheim and Associate Manager Cecile Marbella share in Med Ad News how pharmaceutical companies can blend a frozen alignment and fluid alignment to achieve a balanced incentive compensation plan.