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.
Read MoreTopics: sales comp program, Incentive plan design, Incentive compensation, Sales Force, sales comp, medtech, SG&A, IPR, reinvent go-to-market strategy, budget pressure
One of the areas of increasing scrutiny within the medtech world in recent months has been the recognition that the selling expense, often masked within a company’s SG&A (selling, general and administrative expense), is higher within medtech than most other industries.
Read MoreTopics: Sales Force, medical devices, orthopedics, medtech, Implantable medical devices, Tobi Laczkowski, SG&A
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.
One of the areas of increasing scrutiny within the medtech world in recent months has been the recognition that the selling expense, often masked within a company’s SG&A (selling, general and administrative expense), is higher within medtech than most other industries.
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