Culture story

Culture story: Share the dream AND the earning potential!

In 2018, during my time at ZS (2015-19), one of our founders, Prabha Sinha, visited the ZS Pune office. During an open house, he shared the story of ZS's formation. Prabha Sinha (S) and Andy Zoltners (Z) were professors at Northwestern University and close friends who loved solving complex problems. They developed the world’s first personal computer-aided territory mapping system to design sales force alignment models.

After founding ZS in 1983, Prabha and Andy exceeded client expectations and their own financial earning expectations with their expertly designed territory alignment, sales force sizing, zero-base budgeting, and catalog space planning. Therefore, in 1984, they hired three (or maybe five) MBA graduates to support. What stood out the most was the mindset Prabha and Andy had while hiring.

Prabha & Andy didn't just pass on their dream of supporting client in meeting business needs; they also extended the same earning potential to the three new hires. As a result, the clients now had the support of not just two passionate ZSers, but five ZSers.

This mindset has led to ZS growing to 13,000 employees, with 35+ offices, supporting almost all the big and medium pharma manufacturers in North America over the last 40 years. Companies thrive quickly and sustainably when founders not only share their dreams but also extend the earning potential to their employees.

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Read past stories like above at https://lnkd.in/d9ijze8r