Navigating the Dotted Line: How to Make Complex Sales Team Structures Work

Pete Masloski

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The traditional field selling role has evolved from what once was a group of autonomous individual contributors to teams working in a coordinated fashion with a variety of stakeholders. For example, there now are more key account managers calling on IDNs, and also more specialized support roles such as reimbursement specialists, clinical specialists, telesales and medical science liaisons. Obviously, this evolution comes with growing pains, but those pains can be alleviated with the right team structure and the appropriate operating capability.

Download this article to read five key steps to ensure the success of complex team-based structures.

About the Expert

Pete Masloski is a principal in ZS’s Evanston, Ill., office and is a member of the firm’s medical products and services team. Contact Pete at