The Sales Management Mistakes That Cost Time, Money—and Competitive Advantage

Jennifer Baltzell

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Pharma sales organizations are in hyperdrive to compete in an ever-changing landscape. Do you have what it takes to succeed at this new speed of business? Here are two change-management mistakes that keep tripping us up.

About the Expert

Jennifer Baltzell is a Principal in ZS’s Princeton, N.J. office. Her experience has included work with pharmaceutical clients in sales force strategy and effectiveness, territory alignment, call planning, incentive compensation, program management and market research. Jennifer has more than fifteen years of experience assisting clients in territory alignment. She is a member of the ZS Alignment and Placement practice area of excellence, supporting many internal ZS teams as well as clients in addressing alignment issues, and was involved in the development of Javelin™ Alignment Manager.

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