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2012 News

In Sales Management, the Waning Power of "Push" and "Pull"

December 19, 2012 - ZS co-founders Andy Zoltners and Prabha Sinha illustrate how the traditional "push" and "pull" methods of sales management have given way to a new model of sales success.

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The Doctor Is In, But You're Not

November 30, 2012 - What steps must pharma sales reps take to reach "no-see" physicians? In the November 2012 issue of PM360, ZS Principal Ganesh Vederajan stresses the importance of understanding the physician experience to adapt successfully to the evolving pharma sales environment.

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Improving Your Sales Force: Fine-tune or Transform?

November 13, 2012 - ZS co-founders Andy Zoltners and Prabha Sinha discuss how sales leaders can determine if evolutionary sales force improvements are enough to drive profitable growth—and when it's necessary to implement a wholesale sales force transformation.

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Value-Based Sellers in Medical Device Industry Outperform Peers

November 13, 2012 – A new ZS-sponsored study illustrates that when companies excel at articulating the overall value, notably the economic value, of a medical product or service, they have significantly higher customer retention, market share, revenues and profits.

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Prescribing Benefit, Risk to Drug Sales Reps

November 1, 2012 - In this Cardiovascular Business article, ZS Managing Principal Pratap Khedkar explains how pharma sales forces have undergone a sea change as more reps are denied access—particularly in cardiology and oncology.

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CRM Plays a Critical Role in Sales Success

October 26, 2012 - In this CRM magazine article, ZS leaders Marshall Solem and Tony Yeung illustrate how aligning the CRM system to support first-line sales managers will drive long-term sales success.

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What Your Best Salespeople Can Teach You

September 19, 2012 - ZS co-founders recommend looking inward–at your best salespeople–to create the "sales success profile" for your organization.

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Vantage Point: Strategies for sales reps

August 31, 2012 - ZS Principal Ganesh Vedarajan cites three strategies that will help pharma sales reps work around limited access issues and bring value to oncologists.

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In Sales, Hire for Personality, then Train for Skill

August 29, 2012 - When it comes to hiring sales talent, most companies prefer to "buy" instead of "build." But experience alone is not a sufficient predictor of who will be successful in a sales role, explain ZS co-founders Andy Zoltners and Prabha Sinha in their HBR blog.

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Cancer docs stiff-arm drug reps, despite influx of new meds

August 29, 2012 - In this Fierce Pharma article, ZS leaders Ganesh Vedarajan and Jon Roffman discuss why cancer drugmakers need to shift their attention to reaching more oncologists vs. focusing solely on production.

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Oncologists Restrict Pharmaceutical Sales Rep Access at Accelerating Rates

August 28, 2012 – As more pharmaceutical companies prepare to bring new oncology drugs to market, their sales representatives face a rising hurdle – oncologists are reducing the number of times they will see them.

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For Sales Forces, Big Data May Be Overhyped

August 9, 2012 - Is big data a goldmine or a mirage for your sales force? In their HBR blog, ZS Co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer talk about doing big data "right."

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ZS Associates Elects Jaideep Bajaj as Chairman

August 2, 2012 – ZS Associates announced today that former managing director Jaideep Bajaj has been elected chairman of the company’s board of directors.

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Customer Data: What to Get and How to Make Sense Of It

July 30, 2012 - In the July-August 2012 issue of Sales & Marketing Management, ZS Principal Erik Long describes how B2B companies can leverage their data to uncover revelations about the customer.

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3 steps to quality pay for physicians

July 23, 2012 - ZS Managing Principal Angela Bakker Lee shares her insights on incentive compensation with American Medical News.

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To Build a Great Sales Team, You Need a Great Manager

July 23, 2012 - Most sales organizations focus considerable energy to build a team of excellent salespeople, yet focus too little attention on building the management team. In their HBR blog, ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer discuss why winning sales forces always invest in the "the force behind the sales force."

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Overlooked First-Line Sales Managers Key to Corporate Growth, New Book Attests

July 12, 2012 - In a new book, “Building a Winning Sales Management Team: The Force Behind the Sales Force," ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer emphasize the need for sales organizations to dedicate time, attention and resources to develop and maintain a strong team of first-line sales managers (FLMs).

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Think Twice Before Promoting Your Best Salesperson

July 6, 2012 - Too often, sales leaders mistakenly assume the best salespeople will also be successful sales managers. ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer explain the drawbacks of this approach in their HBR blog.

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How Can Pharma Change the Sales Rep?

June 28, 2012 - ZS Principal Pratap Khedkar shares his insights with PM360 magazine, explaining why pharma sales needs to evolve from an individidual sport to a team sport.

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ZS Associates Elects Chris Wright New Managing Director

June 27, 2012 - Global sales and marketing consulting firm ZS Associates announced today that Chris Wright has been elected by firm partners to the position of managing director.

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No Overtime for Drug Reps

June 19, 2012 - ZS Associates research is cited in this Wall Street Journal article covering the Supreme Court's recent ruling in favor of the pharmaceutical industry. The Supreme Court ruled 5-4 that drug companies do not have to pay their sales representatives for working overtime hours.

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Do Pharmaceutical Salespeople Sometimes Make Patients Safer?

June 19, 2012 - ZS Managing Principal Pratap Khedkar talks to Forbes.com about the unintended consequences of limiting sales rep access.

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Cause and Effect—Sales Rep Visits and Physician Prescribing Habits

June 11, 2012 - A new report by ZS Associates suggests that physicians who see fewer sales reps are slower when it comes to dropping ‘black-box’ drugs—and at adopting promising new medications.

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ZS Associates Founders Honored with 2012 PMSA Lifetime Achievement Award

June 11, 2012 - The Pharmaceutical Management Science Association (PMSA) presented the 2012 PMSA Lifetime Achievement Award to ZS co-founders Andy Zoltners and Prabha Sinha for their pioneering and paradigm-shifting contributions to the management analytics field.

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Docs slower to drop ‘black box’ drugs, adopt new therapies, when access to drug reps is restricted, reports Journal of Clinical Hypertension

May 21, 2012 - After years of reducing their contact with pharmaceutical sales representatives, physicians now risk an unintended consequence: Doctors who rarely meet with pharmaceutical sales representatives — or who do not meet with them — are much slower to drop medicines with the Food and Drug Administration's "black box" warnings and to adopt first-in-class therapies.

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ZS Associates Principal Named 2012 ‘Top 25 Consultant’ by ‘Consulting’ Magazine

May 21, 2012 - “Consulting” magazine named Principal Sandra Forero as a “Top 25 Consultant” in its May issue. The award recognized Sandra’s more than 10 years of stellar client service while working at ZS Associates.

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Show Me the Money: Exploring Physician Incentive Compensation

May 21, 2012 – Pharmaceutical Executive's blog highlights a new ZS report that explores the efficacy and impact of physician incentive compensation on the delivery of quality care.

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Organizing a Sales Force by Product or Customer, and other Dilemmas

May 16, 2012 - In this HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer explore HP's decision to combine its printer and personal computer businesses. HP's dilemma – choosing to build a sales organization around customers vs. products – illustrates one of many double-edged swords of sales management.

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Compensation incentive programs for healthcare professionals are ineffective

May 14, 2012 – In this Healthcare Finance News article, Torsten Bernewitz, co-author of ZS Associates' 2012 Incentives for Health Professionals report and Managing Principal of the firm's Healthcare Insurers and Payers practice, provides key recommendations for improving incentive efforts.

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More Than $20 Billion Spent on Healthcare Incentives May Be Wasted, Concludes ZS Associates Study

May 14, 2012 — While incentives can be an effective motivator in healthcare, a new study from global consulting firm ZS Associates suggests that more than 75 percent of incentives are so small or poorly communicated that they go unnoticed by providers.  As a result, more than $20 billion in healthcare incentives may be wasted annually.

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Inside The Secret World Of Drug Company Rebates

May 10, 2012 - Forbes.com asked ZS Managing Principal Pratap Khedkar for his insights on the hidden world of pharma rebates.

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REAL-TIME MARKETING: Automating Business Analytics to Boost Marketing, Sales, and ROI

April 26, 2012 - In this PM360 article, ZS Managing Principal D. Sahay and ZS Associate Principal Maria Kliatchko describe how the latest technology advancements enable sales reps to respond faster than ever.

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What Does It Mean to Sell? Ask the U.S. Supreme Court

April 23, 2012 - An upcoming Supreme Court decision could seriously disrupt the U.S. sales world's pay practices. To learn more, view the blog post by ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer.

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Challenges Can Hinder CRM Success

April 23, 2012 - Saby Mitra, a manager at ZS Associates, shared his views on today's biggest CRM challenges with CIO Today.

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The Challenges of Managing Global Brands

April 2012 - In the April 2012 edition of PM360 "Think Tank," ZS Managing Principal Kurt Kessler highlights localization and flexibility as the hallmarks of global marketing leadership.

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Market access and the need for stakeholder-centricity

April 10, 2012 - ZS Principal Ed Schoonveld outlines key steps pharma companies can take to build successful partnerships with payers and other stakeholders.

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Fixing Salespeople's Biggest Complaint: My Territory is Too Small

April 5, 2012 - In this HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer talk about key measures that address the sales profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory.

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Selling On Value Will Lead To Better Customer Retention More Sales

March 2012 - ZS Principal Ashish Vazirani highlights tech companies as prime candidates for value-based selling.

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mHealth + HTML5 = pharma in 2012

February 2012 - How will "mHealth" shape pharma marketing in 2012? Principal Mahmood Majeed, leader of ZS's Mobility practice, shares his insights with Med Ad News.

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Emerging Markets

February 2012 - In a MedAdNews interview, Regional Managing Principal Rohan Fernando emphasizes the importance of a focused strategy as pharma companies expand into emerging markets.

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Five Success Factors in Outsourcing

February 2012 - Companies that embrace the five key points outlined in this article are more likely to experience a boost in sales and reduced costs. This article was published in Medical Device and Diagnostic Industry (MD+DI) magazine.

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ZS Managing Director Jaideep Bajaj Shares 2012 Outlook in Consulting Magazine

January 2012 - In the January issue of Consulting Magazine, ZS Managing Director Jaideep Bajaj shares his 2012 outlook and highlights key opportunities for growth.

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ZS Principal Chris Wright Cites New Pharma Sales Challenges in WSJ Article

January 10, 2012 - In a recent Wall Street Journal article, "Drug Reps Soften Their Sales Pitches," ZS Managing Principal Chris Wright cites new challenges that pharmaceutical sales reps face as they shift their selling approaches.

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Forecasting Pharma's Future

January 2012 - Given the volatility of today's financial landscape, companies, more than ever, need a robust forecasting strategy that is clear, effective and accurate. This article featuring ZS Principal Judith Kulich appeared in the January 2012 issue of PharmaVOICE.

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2011 News

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Greg Austin
Director, Marketing & Communication, ZS
Greg.Austin@zs.com 

Anahita Wadia Khan / Kyle Adams
Sikich Marketing & Public Relations
akhan@sikich.com  
kadams@sikich.com