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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