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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Buy the Brand or Buy the Rep? Offerings for Both Types of Orthopedic Customers

Posted by Tobi Laczkowski on May 4, 2015

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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