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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Incentives are Important for HQ Too

Posted by Richard Smith on Mon, Sep 09, 2019

Several years ago, ZS Principal Mike Martin wrote an entry for this blog about why it’s important to have an incentive plan for sales employees. He laid out three reasons:

  1. Incentives drive more sales.
  2. Incentives drive desired behavior, helping salespeople exhibit behaviors in line with company values.
  3. Incentives help gauge success: The more you get paid, the more successful you’ll feel and the harder you’ll work.


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Growth Doesn't Have to Mean Growing Pains

Posted by Brian Thompson on Tue, Sep 03, 2019

As a manager in our private equity practice, I frequently engage with clients who are going through an exciting growth transformation. New roles are being created and large numbers of reps need to be hired to meet the new ownership’s aggressive growth goals.

However, rapid shifts in roles and headcount increases create a slew of issues for sales and compensation leadership to consider:


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Research Review: Continuous vs. Lump Sum Payments

Posted by Chad Albrecht on Mon, Aug 20, 2018

This blog post is the third in a three-part series analyzing important sales compensation research.

Now that we’ve examined recent research on the success of team incentives and cash vs. non-cash incentives, let’s look into the efficacy of continuous vs. lump sum payments.


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Research Review: Should You Use Team Incentives?

Posted by Chad Albrecht on Mon, Aug 13, 2018

This blog post is the second in a three-part series analyzing important sales compensation research.

In my previous blog post, I weighed in on the efficacy of offering cash vs. non-cash incentives based on several studies and published research. Here’s a look at some of the latest findings on team incentives.


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