Three Common Mistakes When Setting Sales Goals

Posted by Tanya Chaturvedi on Thu, Oct 20, 2016

David Keim co-wrote this post with Tanya Chaturvedi.

For many sales reps, goals and quotas are a key component in their compensation plans. According to ZS’s Incentive Practices Research (IPR) study, more than 70% of the survey participants (sales plan administrators at pharmaceutical and biotechnology companies) use goals or quotas as a component in their compensation plans.


>
Read More

2015 Incentives Study Reveals Three Key Changes Ahead for Pharmaceutical Sales

Posted by Tanya Chaturvedi on Fri, Oct 09, 2015

ZS Associates ran its Incentives Practice Research study again this year, and found that sales incentive plan trends have remained relatively consistent over last year. Continuing on a path in recent years, base and variable pay for reps and managers was comparable to the year previous. Also, most teams continue to rely heavily on quotas or management by objectives (MBOs).


>
Read More