Medtech Incentive Plan Design: The Impact Of Today's Marketplace

Chad Albrecht, Russel Schubert, Ganesh Vedarajan


Most companies will agree that incentive compensation is a key influencer of sales force behavior and defines the success of a new product. That’s why it’s so critical for companies to design a motivational plan that ensures sales effort is allocated properly and achieves results that align with corporate goals.

To benchmark current incentive practice designs across the industry, ZS conducted its 2014 Incentive Practices Research (IPR) Study and identified trends in how medtech companies pay their sales forces and sales managers. The results of the survey point to a shift in incentive design practices that are a direct result of major changes in the medtech marketplace.

About the Experts

Chad Albrecht is a ZS Principal based in Evanston, Ill. He leads ZS’s B2B Sales Compensation practice. Chad has helped numerous clients create and implement motivational sales incentive plans and set fair and challenging sales quotas. His clients include companies in the medical device, pharmaceutical, high tech, manufacturing and business services industries.

Russell Schubert, a manager in ZS’s Evanston, Ill. office, has worked with numerous medical device, products and services companies to find solutions for a variety of issues related to incentive compensation, helping to design and implement incentive compensation plans and quota-setting processes.

Ganesh Vedarajan is a managing principal based in ZS's San Mateo, California office. Ganesh has worked with numerous clients across a range of issues, including brand marketing, marketing execution effectiveness, managed care-marketing and contracting, sales strategy, and commercial analytics and operations.