Targeted YoY growth

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.

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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.


Long-term acute-care (LTAC) hospitals and rehabilitation services

  • 38K+


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



YoY growth target exceeded

Related capabilities / services involved

  • Account segmentation
  • Buyer personas
  • Sales organization design