SG&A Pressure: The Impact on Sales Compensation

Posted by Chad Albrecht on September 22, 2017

In the first post in this series, we looked at how the creation of integrated delivery networks is guiding medtech companies to restructure their sales compensation plans. ZS’s annual medtech survey, released Sept. 1, revealed the impact of another upstream change to the go-to-market model: how pressure to reduce SG&A spending is beginning to affect medtech companies’ sales compensation plans.


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IDN-Centric Selling Models: The Impact on Sales Compensation

Posted by Chad Albrecht on August 25, 2017

ZS conducts an annual survey of medtech companies to understand how their sales incentive plans are changing. This year’s version, which we conducted in the summer of 2017 and will be released in late August, begins to show how upstream changes to the go-to-market models—such as the impact of integrated delivery networks—are beginning to affect sales compensation plans downstream.


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Identifying Weak Spots Within Your Sales Comp Program

Posted by Chad Albrecht on October 20, 2016



I once heard about a client’s annual sales meeting, where the company recognized all of its top performers. As soon as the client announced the best performer of the year, the rep promptly accepted his award, walked off the stage and quit. He knew that, although he’d come out on top during the previous fiscal year, the way that his organization set quotas meant that he was doomed for a very poor year ahead, and he couldn’t take that kind of a hit to his paycheck. Not only did the company’s poor quota-setting lead its top performer to quit, but also it called into question whether we were truly recognizing the top sellers.


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