Definitions that help you move faster
Comp, buying process, org structure, and more

Expected total earnings when you hit 100% of quota. Usually includes base + variable pay.

A performance target (revenue, units, procedures, utilization) used to determine variable pay.

Higher commission rates that apply after you exceed a defined performance threshold (often after 100% quota).

The initial period when expectations and/or pay are adjusted while a rep builds pipeline and account access.

Short-term incentive program. A limited-time bonus for specific products or behaviors.

A cross-functional group evaluating products based on value, cost, outcomes, and operational impact—often influencing purchasing decisions.

The operational function responsible for purchasing, contracting, and vendor management.

A structured view of decision-makers and influencers across clinical, admin, finance, and supply chain.

A system preference to reduce variation by using fewer vendors or products across multiple facilities.

A network of healthcare facilities under one organization (often with centralized purchasing and policies).

An organization that negotiates contracts and pricing on behalf of multiple healthcare entities.

A clinical specialty group within a health system (e.g., ortho, cardiac) that may influence purchasing and adoption.

Higher-cost equipment purchased less frequently (often budgeted and committee-reviewed).

Products used per procedure or repeatedly (often tied to utilization and volume).

Data that supports safety, efficacy, and outcomes—often required to win committee-driven buying.