As part of Alexander Group’s 2020 Health Insurance Leadership Series and Flash Surveys, Health Insurance leaders shared their best practices for recalibrating and adopting a success-mindset amidst an unpredictable marketplace.
In the following video, Arshad Carim elaborates on emergent themes and imperatives that are critical for growth in the second half of 2020 and beyond:
- Rethinking Broker Relationships
- The Future of Telehealth and Digital Offerings
- Solution Selling: focus on virtual selling, tracking activity and problem-solving
- New Account Focus
- Supporting Sales reps with ramped up Management Coaching
- “Surgical Strikes” on 2021 Sales Compensation Strategy
Additionally, Arshad speaks to the importance of commercial operations and changes that are ahead. The accelerated shift to virtual selling, increased use of enhanced data analytics and different models for sales enablement will force carriers to build new commercial operations capabilities.
Are you struggling with your go-to-customer model or optimizing your current revenue/commercial operations organization? Alexander Group can help! Contact us for a collaborative discussion on how to best manage the evolution.
August 12 Roundtable
Join sales, commercial and human resource leaders along with Alexander Group Health Insurance practice leaders for an interactive virtual roundtable on August 12th from 2:00-3:00pm ET. Space is limited – register today to reserve your seat.
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Author
Arshad Carim is a principal in the San Francisco office, with over 24 years of business and consulting experience. Arshad is a leader in the firm’s Life Sciences and Manufacturing practices. He also leads consulting engagements and teams, manages key account relationships, drives business development activities and supports talent development. With experience across multiple industries including life sciences, health insurance, medical device, high technology, and general B2B, Arshad leverages his cross-industry depth to create and implement high-impact solutions.
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