Low growth from inconsistent sales structure
This leading healthcare services company was experiencing flat to below-market growth due to a combination of a lack of sales resources to capture opportunities, inconsistent organization structure across regions, and undefined roles.
SBI worked with both internal and external data sources to identify market opportunity and develop a data-driven model that would help the company determine the right organizational structure, roles, and headcount to drive growth.
Healthcare
Long-term acute-care (LTAC) hospitals and rehabilitation services
-
38K+
Employees
The opportunities
- Needed account segmentation to better allocate sales resources
- Needed to optimize sales force structure to capture more market opportunities
- Needed to define rules of engagement for roles to eliminate role corruption
Results
20%
YoY growth target exceededRelated capabilities / services involved
- Account segmentation
- Buyer personas
- Sales organization design