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.
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
Healthcare services
-
$60B+
Revenue
The opportunities
- Needed a common sales methodology
- Needed to optimize use of talent through role differentiation
- Lack of efficiency and conversion KPIs
Results
31%
Increase in conversion of qualified patientsRelated capabilities / services involved
- Sales methodology
- Sales organization design
- Sales training
- KPI alignment
- Compensation planning