Health Care Revenue Leaders: Activate Your Growth StrategyBy: Avrille Hanzel Medical Device, Revenue Growth Strategy, Sales Strategy, Sales Territories, Sales Transformation
Developing your growth strategy is important. However your strategy is only as good as its execution. The Alexander Group (AGI) recently helped a leading health care company activate their sales and marketing transformation to drive growth in an established and steady market.
Phase 1 of this sales transformation focused on strategy activation through a specialized blueprint and roadmap (1:03). AGI helped the sales team improve focus, define customer touchpoints, determine future-state workload and headcount sizing, and provide best-in-class CRM practices. Phase 2 was the detailed design and implementation of the transformation (2:01). As part of the territory design process, AGI facilitated a complex segmentation model. The model called for a shift from a geography-based territory alignment to an account-based alignment. To support adoption of this new model, AGI worked with the client to develop key communication materials and tools.
Using this two-phased process, the company successfully aligned their goals to a new strategy, achieved project deadlines and experienced a year-over-year increase in revenue.
Turn Your Growth Strategy Into a Reality
For more information about how Alexander Group can help you with your organization’s sales and marketing transformation, please contact our Healthcare practice leaders.