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The medical device industry is one of the most complex and highly regulated markets, requiring sales teams to navigate unique challenges. Unlike small transactional consumables that rely on a steady re-order business, high-priced capital equipment involves long sales cycles and multi-stakeholder decision-making. Service contracts add another layer of complexity—while they create customer stickiness, they also come with significant costs. Additionally, sales reps often negotiate contracts at large hospital networks, securing the right to sell to regional hospitals within the system. However, winning these deals requires physicians at the regional level to lobby network boards for approval, adding another hurdle to the process. Meanwhile, the rise of private equity acquisitions in Ambulatory Surgical Centers (ASCs) and radiology centers has shifted the sales dynamic—reps are no longer just selling to doctors; they’re now selling to COOs and financial decision-makers. To succeed in this evolving landscape, sales teams need more than just motivation—they need data-driven, strategic solutions that help them navigate complex deal structures, influence key stakeholders, and drive revenue growth.
At Xactly, we understand these complexities and have developed Xactly Incent, a sales performance management solution designed to address the specific needs of medical device sales teams. Here’s how Xactly Incent can help transform your organization’s approach to sales compensation and performance management.
Tailored Incentive Programs for a Complex Industry
Medical device sales require navigating long sales cycles, multi-stakeholder decision-making, and evolving buyer dynamics—from negotiating high-value contracts at hospital networks to selling to COOs at private equity-backed surgical centers. Xactly Incent enables you to design compensation plans that align with these complexities. Whether you're incentivizing reps to drive product adoption in a competitive landscape, rewarding service contract renewals that secure long-term revenue, or encouraging reps to influence key decision-makers, Xactly provides the flexibility to create programs that resonate with your sales teams.
Real-Time Performance Insights
Visibility is critical in medical device sales, where reps must track multiple deals, influence various stakeholders, and manage quota attainment over extended sales cycles. With Xactly Incent’s real-time dashboards, sales reps can monitor their progress against complex performance metrics, anticipate their earnings from high-value deals, and adjust their approach in real-time. This transparency ensures alignment with organizational goals while keeping reps engaged and motivated.
Automation and Accuracy at Scale
Managing intricate compensation plans manually is not only time-consuming—it introduces risks that can impact rep trust and compliance. Errors in commission calculations for capital equipment sales, service contracts, and network-wide agreements can lead to dissatisfaction and disputes. Xactly Incent automates the entire compensation process, ensuring accurate and timely payouts across varied deal structures and contract types. By eliminating manual errors, your sales team can focus on closing deals, building relationships, and driving long-term growth.
Building Trust Through Fairness and Transparency
In a high-stakes, highly regulated industry, sales reps need absolute confidence in their compensation structure. Xactly Incent provides clear, auditable compensation plans so reps can see exactly how their efforts—from winning network contracts to expanding into ambulatory surgical centers—translate into earnings. This fosters a culture of fairness, accountability, and sustained high performance.
Empowering Sales Teams with Mobile Accessibility
Medical device sales reps are constantly on the move, whether meeting with hospital administrators, COOs, or procurement teams. With Xactly Incent’s mobile capabilities, they can access real-time performance insights, track deal progress, and estimate earnings anywhere—ensuring they stay informed, engaged, and ready to execute, whether in a hospital boardroom or an ASC negotiation.
Unlock the Full Potential of Your Sales Teams
Xactly Incent is more than just a compensation tool—it’s a comprehensive solution that empowers medical device sales teams to thrive in a challenging and competitive landscape. By combining industry expertise, advanced automation, and actionable insights, Xactly helps organizations unlock their full revenue potential.
Why Xactly?
With over two decades of experience and the only AI-powered platform that integrates revenue intelligence with sales performance management, Xactly is uniquely positioned to support the medical device industry. Our Intelligent Revenue Platform is trusted by organizations worldwide to drive sustainable growth and achieve business objectives.
Ready to take your sales performance to the next level? Contact us today to learn how Xactly Incent can help your medical device sales team achieve exceptional results.