How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on March 30, 2020

Jason Brown co-wrote this blog post with Emily Alexander. This post was originally published on ZS's sales comp blog, The Carrot.

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 March 20, 2020

This blog post was originally published on ZS's sales comp blog, The Carrot

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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Why the Growth of Outpatient Centers Should Remain Top of Mind

Posted by Brian Chapman on March 11, 2020

Two months ago, I thought it was the healthcare story of the year: A huge number of procedures are receiving authorization to be conducted outside of the hospital. However, that’s starting to pale in comparison to the news of the moment, COVID-19, which is going to silence much of our talk over the next three-plus months. But I maintain that when the (hopefully figurative) dust clears, 2020 will be the tipping point—the year that many routine procedures move outside of the hospital.


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Failure to Launch: How to Prioritize Your Product Launches

Posted by Matt Singer on February 17, 2020

This post is the second in a multipart series.

In a previous post, we explored how new products aren’t created equally and how to determine the best approach to launching them. We talked about how launches should be prioritized based on answering a couple of questions: How compelling is the new product’s value proposition from the customer’s perspective? How large is the realistic, addressable market opportunity for this product?


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Expert Insights: What It Takes to Transform Marketing in Medtech

Posted by ZS Editors on January 29, 2020

This is the second post in a two-part series on insights from ZS’s panel discussion at AdvaMed.

As marketing starts to take center stage in medtech, companies need more than just a change in mindset. To build an empowered marketing team—one that helps increase customer relevance and drive competitive differentiation—companies need to make the right shifts in process and structure to support it.


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