Transform Your Sales Approach to Boost Your Bottom Line
Increase Seller Capacity and Optimize Broker Engagement Models
With the rising cost of healthcare, providers are searching for increased reimbursement from insurance carriers. At the same time, consumers are looking for greater price and cost transparency to make more informed decisions about their health insurance.
As a result, health insurance leaders are looking for new solutions to address increasingly complex consumer needs by evaluating:
- Targeted investments in new roles, coverage models and sales support to improve customer engagement and seller enablement.
- Increased sales force turnover as employees look to align company policies with their personal preferences.
- Carrier headcount investments in alternative resources and alternative methods to improve recruitment and retention.
- Inflation-induced, increased pay levels that impact the bottom line.
Alexander Group helps leading health insurance companies create new strategies focusing on evolving consumer preferences while new seller and broker engagement models to grow revenue.
How We Help
- Commercial model transformations: Assess, develop and implement growth readiness roadmaps by analyzing market opportunities, identifying key growth drivers and prioritizing initiatives that align with your go-to-market strategy. Ensure that you are well-positioned for sustained revenue growth and profitability. Structure your sales, marketing and service organizations to win in your market and new markets.
- Focused commercial model improvements: Accelerate revenue growth by improving select areas of your payor commercial model that require optimization. Redesign sales roles and enablement programs. Enhance Marketing strategy and structure. Improve revenue operations, lead generation, segmentation and targeting, job architecture and enablement programs that drive productivity.
- Sales compensation: Develop sales compensation programs that align with Sales strategy while using incentive design best practices to ensure supporting quotas are robust enough to drive performance.
- Benchmarking & research: Leverage Alexander Group’s comprehensive database to determine how your commercial model investment and productivity compare to the health insurance industry. Monitor and reforming your growth and profitability levers through benchmarking and research will help you find the right GTM strategy to drive revenue growth.
- Broker Engagement: Ensure your broker engagement process is modern and up to date via accurate broker segmentation and compensation.
Related Insights
Participate in Our Research
Briefing Offers- Healthcare Hospital Providers Survey Healthcare executives, physicians and surgeons were recently surveyed to determine their views on current industry trends and investments. From staffing and supply shortages to procedure volume and interaction preferences, discover what healthcare providers are prioritizing for the new year.
- Health Insurance Go-to-Customer Study The current health insurance environment requires an increased focus on commercial transformation. With increasing costs in healthcare, the ongoing Blue Cross Blue Shield anti-trust litigation along with demands for new price transparency measures and a move to digital technologies, discover the key areas of focus as health insurance leaders rethink their go-to-market models.
- Improving Marketing Pipeline Contribution The marketing channel mix is evolving, highly impacting demand generation performance. Healthcare leaders are investing over 53% more in demand generation which has led to a 36% increase in marketing qualified leads. Determining the right allocation of resources between different marketing channels and initiatives, however, is the challenge to increase conversion rates. How are your demand generation tactics performing?
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- Sales Compensation Hot Topics Survey Over 350 sales compensation leaders across seven industries provided insights on key sales comp topics including costs, quota planning and attainment, profitability, AI’s impact on comp, global comp practices, marketing comp practices and client/deliver services comp practices.
Upcoming Healthcare Events
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Healthcare: 2026 Healthcare Provider Priorities and Go-to-Market Implications
Virtual RoundtableJoin healthcare executives, commercial leaders and Alexander Group healthcare practice leads on March 17 at 11a.m. ET for an exclusive virtual roundtable, powered by the latest insights from the Alexander Group’s Provider Survey. Discover actionable strategies to navigate 2026’s top provider priorities and the evolving go-to-market (GTM) landscape.
What we’ll cover:
Decoding 2026 Provider Priorities: Understand what’s driving decisions such as staffing, reimbursement and care model innovation.
Benchmarking Your GTM Strategy: Compare your commercial planning and resource allocation against industry best practices.
Unlocking AI Opportunities: Explore how AI is transforming clinical decision-making, patient monitoring and operational efficiency.
Navigating Budget and Regulatory Shifts: Learn how peers are responding to OBBBA, payer mix changes and automation investments.
Engaging with Industry Leaders: Network with executives and innovators tackling similar challenges.Who is attending:
• C-level executives (CEO, COO, CMO)
• MedTech and digital health executives
• Commercial, marketing and strategy leadersSpeakers:
• Tray Chamberlin, Principal, Alexander Group
• Mike White, Principal, Alexander Group
• Elizabeth Watson, Principal, Alexander GroupSeats are limited to foster candid discussion. Please register with your corporate email. We’ll confirm attendance within 24 hours.
We look forward to seeing you at the roundtable!
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Tuesday, March 17, 2026
11:00 a.m. – 12:00 p.m. ET -
Virtual
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Women Revenue Leaders Forum
St. Regis Hotel | Chicago, ILJoin hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.
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Tuesday, May 5, 2026 –
Wednesday, May 6, 2026 -
St. Regis Hotel | Chicago, IL
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Sales Compensation Symposium: Virtual
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp. Designed specifically for senior executives, join industry peers and renowned experts to gain exclusive access to cutting-edge research, emerging trends, real-world case studies and proven best practices in governance, design and administration.
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Tuesday, August 11, 2026 –
Tuesday, August 11, 2026 -
Virtual
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Sales Compensation Symposium: Chicago
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp.
Designed specifically for executives in HR, Compensation, Sales and Revenue Operations that want to use sales comp more effectively.Industry Focus: All
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Thursday, August 27, 2026 –
Thursday, August 27, 2026 -
Chicago
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Executive Forum
St. Regis Hotel | Chicago, ILJoin senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually and take away actionable ideas.
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Wednesday, September 30, 2026 –
Thursday, October 1, 2026 -
St. Regis Hotel | Chicago, IL
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Join our Health Insurance Community
Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.
Practice Leadership
Alexander Group Can Help
Is your go-to-market strategy focused on sales productivity to ensure profitable growth?