Tag: sales compensation plans

First-Ever National Gathering Of Lab Sales Managers

By Robert Michel, from the Volume VI No. 4 - March 15, 1999 issue

CEO SUMMARY: Here’s a news-making event for the clinical laboratory industry: a first-ever national meeting of the country’s best sales and marketing managers. Scheduled as a new addition to the EXECUTIVE WAR COLLEGE on May 11-13, it’s an unprecedented opportunity for the nation’s brightest minds in laboratory sales and marketing to share knowledge, learn winning

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National Labs Cut Costs Using Radical Strategies

By Robert Michel, from the Volume IV No. 8 - June 2, 1997 issue

CEO SUMMARY: All three national laboratories are dumping unprofitable accounts and unprofitable lines of testing. It ends the era when commercial labs “gave away” testing to any client willing to open an account. The three national laboratories are enacting stiffer requirements for new accounts. This significant trend will radically alter sales and pricing strategies for

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Volume XXV No. 17 – December 3, 2018

DID CONGRESS JUST PASS A LAW that makes innocent labs guilty of criminal acts? At the last minute, Congress added all clinical laboratories to a far-reaching anti-kickback provision in the newly-enacted Support for Patients and Communities Act -- a provision that makes common practices such as paying commissions to sales staff or placing phlebotomists in labs could be illegal. Worse: The experts are baffled by the language of the new law. Notes one of these experts in this issue, "Someone in the clinical lab industry may have to get prosecuted before we get some clarity, unless the Secretary of HHS issues clarifying regulations."

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Tag: sales compensation plans

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