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.
I was recently working for a client who had gone through some tough times. The government had accused some in the sales department of deceptive practices that ended up cheating the company’s customers and lining the pockets of those same salespeople due to the structure of their incentive plan. This is not the first time that I’ve seen this happen. That led me to wonder, What is the role of the sales incentive plan as it relates to ethical behavior?