Increase in conversion rate

Stagnant growth from poor lead conversion

YoY growth in new patient acquisition had stagnated for this healthcare service company, with poor conversion rate of inbound leads due to a lack of sales methodology and suboptimal sales organization design and compensation.

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SBI collaborated with the company over a two-year period to execute a total overhaul of the inside sales function, which enabled better utilization of sales reps’ strengths to drive increased sales efficiency.


Healthcare services

  • $60B+


The opportunities

  • Needed a common sales methodology
  • Needed to optimize use of talent through role differentiation
  • Lack of efficiency and conversion KPIs



Increase in conversion of qualified patients

Related capabilities / services involved

  • Sales methodology
  • Sales organization design
  • Sales training
  • KPI alignment
  • Compensation planning