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Practical guidance on sales compensation, rebate programs, and forecasting, written for the finance and sales ops teams who have to make the numbers work.

territory sales management
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Territory Sales Management: Running Territories After the Map Is Drawn

Drawing territories is a one-time project. Managing them is the weekly work: coverage gaps, rebalancing, ownership rules, and the pay that follows each move.
Hillel Zafir
  • Oct 13, 2026
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customer hierarchy rebates

Customer Hierarchy Rebates in Pharmaceutical Agreements

Who sits under whom decides what gets paid. Building a customer hierarchy that rebate agreements can rely on.
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Incentive Calculation Mistakes That Start in Excel

Excel does exactly what you tell it, including the wrong thing, silently, for four quarters. The failures that repeat.
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Integrating Rebate Management With Financial Reporting in Pharma

Rebate accruals land in the financial statements. Keeping the operational and reported numbers in agreement.
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Calculating On-Target Earnings for a New Hire, Including Ramp

A new rep will not hit full quota in month one. How to set OTE and ramp so the number stays honest.
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On-Target Earnings: What OTE Means and How to Calculate It

A complete walk through On-Target Earnings, from the definition to the arithmetic behind a specific role.
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Pharmaceutical Rebate Solutions: From Manual to Automated

Rebate calculation used to be a manual monthly slog. What automation changed, and what it did not.
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Best Practices for Managing Pharmaceutical Rebates

True net sale, Medicaid rebates, and contract handling. The practices that keep pharma rebate programs defensible.
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Rebate Accounting: Treatment, Entries, and Edge Cases

The accounting treatment behind rebate programs, including the cases that do not fit the standard entry.
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Rebate Management: Program Types, Tracking, and Payouts

The full picture of rebate management, from program types through to how payouts are tracked and settled.
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Sales Forecasting Software: What It Adds Past a Spreadsheet

Intuition and a spreadsheet stop scaling at a certain point. What forecasting software adds past that point.
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What Is ASC 606? A Revenue Operations Explainer

The revenue recognition standard, explained for the operations people who have to live inside it.
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