While the Affordable Care Act could lead to improved partnerships between medtech manufacturers and hospitals, a new survey and report from ZS Associates indicates that hospital execs aren’t convinced that such partnerships will help them meet their needs. The passing of the ACA has led to a shift in focus in the healthcare industry towards patient […]
by Bret Caldwell With growth rates slowing for U.S. medical device sales, many American companies are exploring investment opportunities outside the country. Abroad, we find approximately 95% of the world’s population, 75% of the GDP, 65% of medtech spend, and 60% of healthcare spend. So with numerous U.S.-based medtech firms achieving more than half their sales […]
By Chad Albrecht and Russell Schubert At a recent WorldatWork conference in Chicago on sales compensation, consultants from ZS delivered presentations on various themes. But there was one particular topic — the issue of voluntary turnover — that really seemed to strike a chord with participants. Several delegates made a point of approaching us afterwards […]
By Tobi Laczkowski, ZS Associates A key question leaders in any company must face is how vertically integrated to be. This means deciding which links in the value chain they should operate, versus outsource to others. There are plenty of pros and cons to vertical integration. Often, the largest pros center around reducing the transaction costs […]
By Tobi Laczkowski, ZS Associates
In today’s complex and challenging health care market, medical device companies have huge opportunity to use analytics to reshape their sales force hiring processes and acquire the best sales talent. As purchasing power shifts away from clinical stakeholders toward economic decision makers and committees, and med device makers adjust their sales processes accordingly, salespeople need new success characteristics and competencies that may not all coincide with those of the past.