Executive Summary
In business for twenty-five years with fifteen employees, a consulting firm providing high-level strategy and management products to a wide variety of healthcare companies was struggling to drive sales results for their client engagements in both the market segments they serve: 1) foreign companies without a U.S. footprint, and 2) companies with a division failing in a specific healthcare market. The firm was unable to bridge the gap between developing a strong strategy and driving sales results for clients, and hired a Sales Strategy Consultant multiple times to drive revenue after the strategy was developed.
The Big Win
The consulting firm had an Outsourced VP of Sales come in on three different client engagements to take the handoff from “strategy” to “growth” to drive the sales process to effectively grow.
Challenges
- Struggled executing the strategy developed for clients to produce tangible results
- Lack of sales leadership on team to lead clients into growth mode
- Difficulty pinpointing trouble areas for clients to enable effective implementation of processes
- Inability to accurately assess clients’ sales teams to determine if there was a sales leadership gap
Solutions
- Assessed sales teams to determine skillset gaps within both the firm and their clients
- Used Certified Sales Leader (CSL) training plan to prepare a sales team member for the new leadership role
- Developed the sales process, structure, and plan to effectively grow in desired market
Testimonial
Our Consultant helped us show the results of the strategic sales efforts and that became a reality in our profit and loss (P/L) statement with an 8% increase in profitability and 45% increase in topline revenue.
Results
- Successful sales strategy implementation for firm and clients
- Structure developed and in place for successful sales execution
- Revenue growth for client engagements
- Trained or hired a sales leader with the ability to drive growth
- 8% increase in profitability
- 45% increase in topline revenue
Ready to achieve your sales and revenue goals? Take our 10-question Sales Agility Assessment to see where you may have sales gaps.
Related:
Medical Device Healthcare: Developing a Strategy for Ensured Success
Virtual Reality Healthcare Training: Market Expansion Through Fractional Sales Leadership
Non-Medical Home Healthcare: Creating Sales Processes to Grow Sales Revenue
Healthcare Benefits: Properly Incentivizing to Acquire New Business