Finding Purpose: The Role of the Sales Force During COVID-19

Posted by Chris Morgan on Thu, Mar 26, 2020

A pharma-industry-specific version of this blog post was published on ZS’s life sciences blog, The Active Ingredient.

Emily Alexander and Jason Brown co-wrote this blog post with Chris Morgan. 

The most pressing challenge for our society is the impact the COVID-19 pandemic is having on the global population and economy. Protecting the health of the population is the chief priority, and  stabilizing the economy is the next most urgent. However, as companies navigate this challenging landscape, leadership also is grappling with how to keep their sales teams engaged and productive . Companies are rapidly addressing practical issues like incentives, targets and rewards and are accelerating initiatives in digital communication and virtual learning.


>
Read More

How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

This blog post was originally published on ZS's sales comp blog, The Carrot

Jason Brown co-wrote this blog post with Emily Alexander.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


>
Read More

Match Your Leads to the Rhythm of Your Sales Process

Posted by Jason Brown on Wed, Dec 11, 2019

I was recently working with a financial services firm to launch a new program aimed at providing analytically-scored sales leads to a team of field-based sellers. The scoring had tested very well with a pilot group, and we were now considering nuances of the rollout—for example, should we provide the direct score to the salesperson (on a zero to 100-point scale), or should we bucket the leads into simpler categories, such as high, medium and low?


>
Read More

Debunking Myths About Advisor Movement

Posted by Sargam Gosain on Mon, Sep 16, 2019

Rubesh Jacobs, Abhay Patil and Tanpreet Singh co-wrote this blog post with Sargam Gosain.

Advisor movement is of course part and parcel of the natural dynamics in the industry: as advisory practices grow, build sustainable books of business and mature their business models, they decide to seek more attractive business opportunities. But the prevailing view in the industry is that advisors are leaving the wires in droves to join independent broker dealers (IBDs) and RIAs. However, our analysis, based on investment advisor data published by the SEC, shows that this narrative just isn’t accurate.


>
Read More

How Change Management Maximizes AI's Effectiveness

Posted by Daniel Galajda on Mon, Jun 24, 2019

Rubesh Jacobs co-wrote this blog post with Daniel Galajda. 

In our recent webinar on the human aspects of AI-augmented distribution, our panel of ZS experts discussed why implementing AI requires change management. To influence behavior, we need to shape experiences (what we sense and process), mindset (what we feel and the decisions we make) and behavior (what we do or don’t do).


>
Read More