How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

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.


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Coronavirus Response: Four Ways to Adjust Your Sales Compensation Plan

Posted by Chad Albrecht on Thu, Mar 12, 2020

The past three weeks of coronavirus has caused panic, work-from-home directives and some industries to grind to a halt—most notably airlines and hotels, but other industries as well. The stock market is down 20%, reflecting investors’ belief in what is to come for earnings for the rest of 2020. What affects the economy affects salespeople. And it if affects salespeople, it will inevitably impact their sales compensation performance and payouts. Here’s how companies should respond:  


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Coronavirus Dilemma: Keep or Cancel Your Incentive Trips?

Posted by Robert Tegge on Wed, Mar 04, 2020

Over the past few weeks, as news of the coronavirus spreading has filled headlines, sales organizations have started to wonder what they should do with their annual incentive trips as they require significant travel and commonly take place in spring or early summer. “A lot of companies are taking preventative measures to limit exposure to employees and the general public at large meetings,” said Steve Marley, ZS’s Meetings + Events practice area lead. “The Geneva Motor Show, the Game Developers Conference, and the Mobile World Conference have all been postponed or cancelled as a result of coronavirus concerns. It’s reasonable to expect that companies will similarly consider the impact of the virus on their sales incentive trips.”


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Building a Better Governance Committee

Posted by Chad Albrecht on Wed, Jan 22, 2020

Governance of sales compensation programs is becoming more important at companies throughout the world. Poor governance can lead to disengaged salespeople, perceptions of unfair treatment or even lawsuits. So how should you make your governance process more rigorous?


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Despite More Sophisticated Compensation Methods, Are Medtech Companies Set Up for Success?

Posted by Varun Chodha on Mon, Nov 18, 2019

This blog post was originally published on ZS's medtech blog, The Pacemaker

Life sciences companies have come a long way since the days when they relied on sales reps building relationships with healthcare providers. As the industry moves from an individual, relationship-heavy selling model to a value-based model, today’s sales reps must engage non-clinical stakeholders within hospitals and IDNs in addition to doctors and medical staff. It’s no longer just about discussing the latest features and charging a premium. Now, companies are being challenged to provide better outcomes at lower costs. On top of all this, achieving growth is harder than ever in an increasingly saturated market.


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