Threading the Needle: Post-Merger Communication and Compensation Plans

Posted by Tobi Laczkowski on November 29, 2017

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. Organizations in the midst of integration mergers and other transitions can expect even bigger changes during this time than in “normal” years. They need to thread the needle between over-communicating and under-communicating during this period of uncertainty while balancing the inherent challenges of creating a combined organization with unified values, processes and goals. With that in mind, management teams face a fundamental dilemma: How best to communicate what sales teams can expect in the next year without disrupting necessary end-of-year activities.


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Inside Sales vs. Field Sales: The Tandem Approach

Posted by Andy Kach on April 26, 2016

This article was originally published in the April 16, 2016 issue of The MedTech Strategist.

When we think of an inside sales team, often we have a mental picture of a master “phone jockey” bartering with an account in Idaho or Alaska, where it doesn’t make financial sense to send a field rep. That inside sales rep has full responsibility of that account and many others that fall into the category of “too small to visit in person.” There is a lot of value in finding ways to cover these types of accounts, but I’m not convinced that covering the lowest-value accounts is the best—or only—way to use an inside sales team.


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Don’t Let Potential Sales Go to Waste

Posted by Andy Kach on February 2, 2016

Every year in the U.S., the average family wastes more than 1,000 pounds of food, according to National Geographic—food that could provide sustenance, and that represents wasted money for cash-strapped U.S. consumers. Surprisingly, the same thing is happening in the medical device space. We’re leaving more and more opportunity on the table.


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