ZS Whitepapers, Videos and Case Studies

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Should You Downsize Your Sales Force?
Whitepaper

The sales force is front and center in the challenge to meet or exceed business growth objectives. Given the broad downturn in the economy, many sales leaders are asking themselves if they should downsize their sales force.
Make Rebates Work
Article

Pharmaceutical companies are not always getting full value for the billions of dollars they pay managed care companies for market access. Process-driven managed care rebating programs can drive profitability once again.
Hidden in Plain Sight: Maximizing the Value of Managed Care Rebating
Whitepaper

Although managed care rebate (MCR) programs account for nearly twice the amount spent on pharmaceutical sales forces, many drug companies lack a sophisticated process for determining rebate amounts, and cannot measure their effectiveness.
Sales Force Effectiveness in an Economic Downturn
Whitepaper

Sales force effectiveness is one of the most powerful growth engines in a downturn. A more effective sales force not only increases market share, but can position companies for future sales and higher profits.
Building a Sustainable Targeting Capability in Medical Device Companies
Whitepaper

Medical products companies recognize the potential of targeting as a powerful tool to boost top-line revenues.
Drivers of Change to Pharmaceutical Commercial Models
Whitepaper

Pharmaceutical executives frequently lament the industry’s challenges and contemplate the emergence of a new selling model. While changes to the selling model will indeed occur, they will be more nuanced than many believe. A ZS Associates & eyeforpharma Report.
The Sales Force as an Engine of Organic Growth
Article

The sales force effectiveness drivers are the means for improvement.
Global 500 Insurance Company Improves Pay for Performance in Sales Incentive Plans
Case Study

After launching a new incentive program, this company's U.S. sales division proceeded to achieve its new goal for six consecutive years.
Leading U.S. Credit Card Company Optimizes Telesales Performance
Case Study

After ZS worked closely with a leading credit card provider to implement call algorithms and associated systems for its call center, the client saw a substantial improvement in profitability.
Image-Based Projective Techniques
Case Study

This case study examines how a ZS client built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs.
Asset Management Company Expands Retail Wholesale Team
Case Study

ZS worked with an asset management company to define the optimal sales method to cover each adviser segment.
U.S. Insurance Company Drives Growth Through Independent Agent Distribution
Case Study

ZS performed a sales effectiveness assessment for a U.S. insurance company and recommended improvements that accelerated growth.
HCP Promotional Education Needs Assessment
Case Study

This case study examines how a ZS client built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs.
Patient Journey Narratives Deliver Actionable Insights
Case Study

This case study examines how a ZS client built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs.
U.S.-Based Asset Management Company Redesigns Roles and Incentives for Internal Wholesale Desk
Case Study

ZS collaborated with the client to create a vision for its internal wholesale team by redefining the wholesaler's role and career development path.