IMPLEMENTING INCENTIVE POLICIES TO IMPROVE MEDICAL REPRESENTATIVES PERFORMANCE IN KALBE INTERNATIONAL

Abstract

The purpose of this research is to find out the implementation of incentive policies to improve medical representatives performance in Kalbe International. Since 2008, Kalbe International was made incentive policy to motivate the medical representatives achieves good performance. However, started from 2011 the incentive policy that being implemented by the company started to become usual for the medical representatives and not motivate them again to achieve good performance. In 2014, the company implemented new incentive policies and success to give positive improvement on medical representatives performance.Management team of Kalbe International implemented new incentive policies by lowering achievement performance and increase incentive value in the incentive scheme also give special incentive which are extra bonus incentive, trip incentive, field force incentive (KIFFAS) and super bonus incentive (KISBED).