There are four steps that commercial leaders must take to emerge on top:
In part 1 of this two-part series, we explored the first two steps. In this article, we will explore the last two.
The second half of 2020 will not look normal. As such, sales compensation and quota practices must be adapted. To come out of the slowdown strong, commercial teams will need to focus on near-term opportunities. They will need to operate as a team versus a group of individual contributors. Short-term sales compensation and quota setting principles and approaches need to pivot to accommodate this point in time.
Many are predicting that we will not return to our previous commercial operating model. We’ve learned too much about how to be effective in a remote commercial model. Additionally, the pandemic will accelerate digital transformation efforts. Commercial leaders will be challenged to resist the pull to what’s known or comfortable. The pandemic has created opportunities for leadership to address long fought productivity and scale battles.
Join us May 7th for a virtual roundtable where Life Sciences industry leaders will gather to discuss how they are investing for a return to growth in the second half of the year. Click here to register now.