Ema Ban

Life Is a Bumpy Ride. Territory Adjustment Doesn’t Have to Be
Market and internal changes trigger frequent updates to territory assignments. When mishandled, territory adjustments become labor-intensive, leading to lower productivity and territory imbalance – a costly problem regardless of the …
How RFPs for SPM are often DOA
Looking for a Sales Performance Management (SPM) solution? As with any large enterprise purchase, you are probably getting ready to embark on a procurement journey, the better part of which …
3 Reasons Why Implementations Fail
This is part 1 of the 3-part “Failure Series” of blogs, where we will take a deep dive into common issues that organizations face when implementing new systems and solutions. …
Shopping for Low-Code/No-Code Solutions – Quick Guide
The rise of low-code/no-code solutions is speeding up digital transformations across organizations. The low-code platform development market is estimated to grow from USD 13.2 billion in 2020 to USD 45.5 …
5 Key Actions to Streamline ASC 606 / IFRS 15 Compliance
When ASC 606/IFRS 15 was introduced, it not only shook the accounting world at that time but it continues to have reverberations across entire organizations even today. Companies reporting under …
4 Common Misconceptions about No-Code/Low-Code Platforms
No-code/low-code development has been around for a while, acting like a disruptive force across IT. However, as disruption triggers innovation, more enterprises have started to realize the advantages of using …
Advantages and Disadvantages of Different Sales Structures
When salespeople don’t perform at their best, leaders often point fingers at sales compensation or strategy – but these sorts of problems often stem from the company’s sales structure. Though it’s …
Sales Incentive Plan Ideas: 16 Examples That Actually Work
Most sales incentive plans do not move the needle. They reward the wrong behaviors, motivate only the top ten percent, or get so complex that reps stop tracking them. The …
Sales Team Restructuring: When and How to Reorganize for Growth
Sales team restructuring is one of the highest-leverage operational moves a revenue leader makes, and one of the easiest to mismanage. Done well, restructuring fixes underperforming territories, aligns the team …
Always on Call: The Daily Challenges of a Medical Sales Rep
A sales rep is a sales rep, right? Whether you call them consultants, business developers, agents, or salespeople, you expect your sales representatives to be adaptable and well-informed: a completely …
All Eyes on Pharma Reps: The Myths, The Pressure, The Rewards
“At the end of the day, when I think that somewhere in my territory there is a patient whose life has been improved because of a product I promote, I …
Full Speed Ahead: How to Survive – and Thrive – in Oceans of Data
Big data, smart data, data lakes, data warehouses, data repositories! It seems like nowadays, the word “data” makes an appearance at every sales conference and in every article. Though this …
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