Threading the Needle: Post-Merger Communication and Compensation Plans

Posted by Tobi Laczkowski on November 29, 2017

For many medtech companies, the end of the calendar year is also the end of the fiscal year—a critical period of transition as management teams prepare organizational design strategies for the following year. Organizations in the midst of integration mergers and other transitions can expect even bigger changes during this time than in “normal” years. They need to thread the needle between over-communicating and under-communicating during this period of uncertainty while balancing the inherent challenges of creating a combined organization with unified values, processes and goals. With that in mind, management teams face a fundamental dilemma: How best to communicate what sales teams can expect in the next year without disrupting necessary end-of-year activities.


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Spurring Growth Through Incentives

Posted by Tobi Laczkowski on August 27, 2015

Historically, the medtech world has been dominated by those who advance the science and technology embedded in the therapies. But there is another important differentiator: the strength of the sales force. Successful companies have discovered that the sales force can be as much or more of a factor in the success of a product than the product itself. Furthermore, the structure of the incentives provided to the sales force can be an important component of attracting, motivating and retaining the right talent.


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