Threading the Needle: Post-Merger Communication and Compensation Plans

Posted by Tobi Laczkowski on Fri, Dec 01, 2017

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

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. 


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Why Are Startup Companies Perceived to Have Better Incentives?

Posted by Mike Martin on Thu, Feb 11, 2016

Over the past few months, I’ve had a few conversations with sales leads from Fortune 500 companies who are lamenting their lack of competitive advantage against new startups in their field. Concerns include: “Our company does a study every year on salary and the benchmarks say that we’re competitive, but something is still missing.” “I’ve been in interviews in which people will show me what other companies are offering. We can’t compete with that.” “It’s our top people I’m worrying about losing.”


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Why Daniel Pink Is Wrong About Sales Compensation

Posted by Chad Albrecht on Tue, Sep 22, 2015

Much has been made recently about the importance of intrinsic incentives. Some have even suggested that the best motivational model has no extrinsic incentives and relies purely on intrinsic motivation. One book in particular, Daniel Pink’s 2009 Drive, has been widely credited with initiating the intrinsic versus extrinsic dialogue, or at least raising the volume on the conversation.


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Three Tips to Help You Build a Sales Contest for Maximum Impact

Posted by Steve Marley on Fri, Jul 24, 2015

Mike Ahearne and Thomas Steenburgh recently published an article that described techniques to help maximize organizational sales by moving the largest group of sales people – the “Core Performers” – to higher levels of performance.


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Should You Include a National Kicker in Your Bonus Plan?

Posted by Mike Martin on Fri, Jul 17, 2015

Many companies will attempt to boost sales by adding a national kicker to the bonus plan. The most common kickers are constructed one of two ways:


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