Medical Firms: Is Your Sales Model Ready for the Post-Acute Shift?

By: Tray Chamberlin Medical Device, Revenue Growth Strategy, Sales Strategy

While hospitals remain the main source of revenue for medical device firms, post-acute care continues to gain importance. In fact, Alexander Group’s research shows 67 percent of organizations recognize the gradual shift of procedures from acute to post-acute and other outpatient facilities as important to their go-to-customer model. But only one-third of those companies feel they are ready for this shift.

In this video, Tray Chamberlin discusses the rising importance of the post-acute seller. Learn about these top trends that are causing the industry to stand up and take notice:

  1. Significant growth opportunities exist in post-acute care
  2. The cost of revenue growth is lower than acute care
  3. The post-acute sales motion is unique

To learn more about the rising opportunities in the post-acute world and insights from our study findings, contact us today.

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Tray Chamberlin

Tray Chamberlin is a director in the Atlanta office. During his tenure with the firm, he has worked on projects in sales compensation, business strategy, sales deployment, sales coverage and quota development. Tray’s experience with AGI spans international markets, as well as companies across several of the firm’s key industries, including medical device, pharmaceuticals, life sciences, financial services, BPO and technology services. Tray is also a member of the firm’s Pharma/Medical Device practice.


Prior to joining the Alexander Group, Tray worked as a senior manager in a technology sales organization, where he partnered with Fortune 500 clients to optimize technology project outcomes. These clients represented multiple industries including health care, government services, financial services, consumer goods and logistics. Tray was specifically responsible for sales strategy and analytics as well as handling key global accounts.


Tray has an MBA from the Scheller College of Business, Georgia Institute of Technology, as well as dual bachelor’s degrees from the University of Georgia’s Terry College of Business and the Grady School of Journalism. Tray also holds a Lean Six Sigma Black Belt certification and is a Certified Sales Compensation Professional (CSCP), WorldatWork.


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