How medtech leaders are revising sales incentive compensation plans
Sales force incentive compensation often is one of the largest operating expenses for medical device companies. Many rely on analytics and qualitative factors to design and manage an optimal IC plan, set territory sales quotas and balance trade-offs across a variety of dimensions. These exercises are difficult enough in “normal” times, but with the COVID-19 pandemic, these are anything but normal times.
For most companies, the net impact has been reduced sales as delayed and canceled elective surgeries and other medical proced...
